Wholesale Account Manager

Position Description

Job Title: Wholesale Account Manager (WAM)

April 2026

About Cary Oil Co., Inc:

At Cary Oil, our mission is to connect customers with everything they need to thrive in the fuel and convenience retail business - enabling them to profitably grow, reach their potential, and strengthen the communities they serve. We believe that the way we work, the way we treat people, and the success we enable can transform lives-both for our customers and our team members. When our people grow, our business and our customers grow too.

The Wholesale Account Manager (WAM) plays a critical role in strengthening Cary Oil's relationship with new and existing wholesale customers. This role is responsible for identifying opportunities, building trusted partnerships, and driving growth through exceptional service, market expertise, and consistent representation of Cary Oil's offerings.


Customer & Account Management |Building & Maintaining Strong Partnerships

• Maintain and strengthen relationships with assigned wholesale customers, ensuring ongoing support and service.
• Identify, solicit, and build relationships with prospective customers and dormant accounts.
• Lead daily customer interactions, negotiate contract terms, and deliver responsive, professional communication.
• Meet or exceed sales goals for new-to-Cary wholesale customers as set by leadership.
• Maintain a consistent and ethical presence of Cary Oil during customer visits and industry events.
• Fully utilize company-supported technology and tools to manage accounts, track opportunities, and grow the wholesale business.
• Collaborate closely with the Corporate Account Manager (CAM) to ensure customers receive timely support, clear communication, and consistent follow-through across all aspects of their relationship with Cary Oil.

Wholesale Sales Growth & Market Development |Identifying wholesale growth opportunities

• Identify and evaluate wholesale fuel sales opportunities using best-in-class prospecting practices.
• Log and update opportunities in CRM to ensure accurate credit underwriting, segmentation, and pipeline visibility.
• Conduct monthly, quarterly, and annual customer visits to strengthen relationships and provide market insights.
• Maintain working knowledge of offerings, programs, and value propositions to effectively position solutions with customers.
• Assist leadership in evaluating new markets, suppliers, transportation partners, and wholesale customer opportunities.

Cross-Functional Collaboration |Pricing & Supply Partnership

• Partner closely with the Pricing & Supply team to align customer opportunities with daily market movements, supply availability, and margin objectives.
• Provide real-time customer feedback regarding competitive pricing, volume shifts, and market dynamics.
• Collaborate to develop targeted pricing strategies for key customers, new market entries, and high-value opportunities.
• Communicate customer needs, timing constraints, and operational considerations so Pricing & Supply can position Cary Oil competitively while protecting margin.
• Participate in cross-functional reviews to ensure coordination on forecasted volume, contract performance, supply allocations, and upcoming bid activity.

Requirements

Education

• Bachelor's degree in Business, Marketing, Supply Chain, or a related field required; equivalent work experience will be considered in lieu of a degree.

Experience

• Experience in the wholesale petroleum industry or a similar commodity-based sector preferred.
• Demonstrated ability to cultivate customer relationships and facilitate revenue growth.
• Proven ability in negotiating contracts and making strategic decisions for business operations.
• Experience with Salesforce CRM and Power BI dashboards preferred.

Knowledge, Skills, and Abilities

• Strong business acumen and ability to align sales strategies to company goals.
• Excellent communication skills that build trust with customers and internal teams.
• Proven relationship-builder with the ability to maintain long-term customer partnerships.
• Able to adjust sales approaches based on market conditions and competitive activity.
• Solid understanding of wholesale fuel markets and distribution.
• Proficient with CRM tools and pipeline management.
• Results driven by strong negotiation, problem solving, and decision-making skills.
• Organized and able to manage multiple accounts and priorities in a fast-paced environment.