Wholesale Business Development Manager - Charlotte Area

Location: Charlotte Area Only (home-office based; field role across Greater Charlotte, NC/SC)

Role Summary

Drive wholesale fuel growth in the Charlotte market by developing New-To-Industry (NTI) sites, converting existing sites, and building long-term dealer relationships. You’ll own the full sales cycle—from pipeline and proposals through onboarding and post-launch account management—while positioning Clipper Petroleum as the premier C-store fuel supplier in the region.

What You’ll Do

New Business Growth

• Grow long-term petroleum volume and profitability through NTI development and existing site conversions.
• Build trust with owners/operators via proven sales & marketing programs and local market expertise.
• Own sales pipeline management: prospect, qualify, advance, and forecast opportunities.
• Lead new-account onboarding (Phase 1–4) to ensure clean, timely launches.
• Promote Clipper’s value proposition to the Charlotte C-store market.

Sales Process & Deal Making

• Proactively develop and prioritize leads across the Charlotte metro.
• Qualify sites/owners/operators for long-term success and alignment with Clipper standards.
• Craft compelling proposals and offers that meet ROI benchmarks and customer needs.
• Stay current on industry trends; build a strong business network.
• Leverage Clipper’s value-added tools to close and retain:
  • Preferred Vendor Programs
  • Training Programs
  • Branded Dealer Meetings
  • Clipper Financial Strength
  • Annual Dealer Meeting & Trade Show
• Always follow company processes and procedures to execute sound business plans.

Market Networking & Partnerships

• Build knowledge of fuel brand programs; maintain strong relationships with major-oil representatives.
• Develop a working network of imaging contractors and petroleum equipment contractors for timely, cost-efficient upgrades and conversions.
• Represent Clipper at trade shows, customer/vendor events, and referral networks to broaden the prospect base.

Communication & Internal Coordination

• Serve as the liaison among prospects, customers, suppliers, contractors, and internal teams.
• Coordinate internal resources to keep projects moving through the sales project-management cycle.
• Communicate pipeline status, needs, opportunities, and risks to management and cross-functional partners.
• Support dealers with ongoing best practices to grow their retail business.

Key Account Management

• Manage a portfolio of 30–40 existing dealer accounts in the Charlotte area.
• Act as key contact and business consultant to the dealer.
• Review and improve mystery shop performance with dealers.
• Monitor contract performance and compliance; address collections issues.
• Manage and execute renewals.
• Coordinate with sister companies Explorers Transport and True North Energy Solutions as needed.

Project Management

• Manage capital projects from scope of work through completion.
• Secure competitive bids, build and manage budgets, and deliver on timeline/quality.

Supply Contract Audits

• Perform audit reports on petroleum supply agreements.
• Complete an audit review within 6 months of each store opening.

Education & Experience

• Sales experience with independent owners preferred.
• High school diploma or equivalent with 1+ year experience in convenience store or petroleum industry (more is a plus).
• Proven track record managing multiple accounts and/or projects.
• Downstream branded petroleum knowledge strongly preferred.

Competencies

• Proficient with Microsoft Office (and comfortable learning CRM tools).
• Highest professional and ethical standards; aligns with company vision and goals.
• Organized, detail-oriented, and results-driven—must manage time and follow through.
• Strong interpersonal, communication, and negotiation skills.
• Self-starter who thrives in a team environment and in the field.

Physical Demands

Regularly use hands/fingers to operate devices; reach with hands and arms; frequent standing, talking, and hearing. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Schedule & Working Conditions

• Full-time; generally Mon–Fri, 8:00–5:00 (minimum 45 hrs/week).
• Occasional evenings/weekends as business demands; on-call for urgent issues.
• Field-based in the Charlotte area; home-office setup.
• Average 1 day/week for meetings at Clipper Corporate office.
• Some overnight travel may be required.
• Company vehicle provided; plus laptop, tablet, and cell phone.

Other Requirements

• Valid driver’s license and ability to travel across the Charlotte market.

Charlotte Area Only: Candidates must reside within daily driving distance of the Greater Charlotte, NC/SC market and possess knowledge of the local C-store landscape.

Equal Opportunity Employer.
This description is not an exhaustive list of duties; responsibilities may change at any time with or without notice.