Entity:

Supply, Trading & Shipping

Job Family Group:

Supply & Trading Group

Job Description:

About us

Our purpose is to bring together people, energy and markets to power and navigate a changing world.

In a time of constant change and possibility we need new talent to pursue commercial opportunities, motivated by best-in-class insight and expertise. We’re always striving for more innovative digital solutions, sustainable outcomes and closer collaboration across our company and beyond, and you could be part of that too. Together we continue to grow as the world’s leading energy company!

About the role

Seeking an experienced fleet sales director with a demonstrated history of working with the financial services industry to stand up, scale, and own a high‑margin small‑fleet direct channel at TA by (1) developing and launching a compelling small‑fleet offer (retail‑less pricing + loyalty + services), (2) securing and operationalizing a freight‑factoring partnership to integrate into the TA value proposition, and (3) building a repeatable, data‑driven inside‑sales engine that acquires and grows fleets with <50 trucks at speed.

Job Responsibilities

1) Strategy & Offer Design

• Own the small‑fleet CVP: bundle retail‑less fuel pricing with freight factoring, credit line/fuel card, broker credit checks, load‑board access, loyalty, and truck‑service perks; establish clear segment/vertical plays
• Price to win, margin to keep: define guardrails to lift cents‑per‑gallon and customer mix while avoiding cannibalization of existing volume; codify trade‑up paths from indirect to direct.
• Loyalty & digital: partner with loyalty/app teams to align thresholds, add fleet perks, and embed factoring/credit surfaces into onboarding and recurring journeys.
• Inbound lead and sales engine: partner with marketing to design and implement a robust inbound lead engine.
• Fuel card program: use TA and bp fuel card programs to offer enhanced retail-less discounting for using the card.

2) Factoring Partnership (Deal Lead)

• Select and stand up a U.S. factoring partner (or partners) that can deliver freight factoring and other bundled services necessary to the success of small fleets.
• Develop strategy for fuel‑card/fuel‑credit integration.
• Develop and negotiate commercial constructs with competitive revenue share, fuel incentives, data rights, etc.
• Operationalize: build integrated customer journeys (from lead capture to funded invoice to TA fuel purchase), enabled by technology, with clear performance and feedback data.
• Govern partner pipelines, compliance, pricing updates, and quarterly business reviews; own renegotiations.

3) Build & Run the Inside‑Sales Engine

• Recruit, coach, and develop an inside‑sales team with multilingual capabilities to acquire fleets via structured campaigns (verticals, corridors, lead sources). Demonstrate delivery and grow based on success.
• Develop sales team structure aligned to accomplish goals with an origination / monetize approach
• Align sales compensation to incentivize desired outcomes and behaviors
• Sales Ops: establish cadence, playbooks, CRM hygiene, lead routing, pricing approval flows, regulatory status checks, and partner co‑sell motions.
• Data & reporting: daily dashboards for leads→deals→wins, CPG uplift vs. baseline, churn/retention, share‑of‑wallet, funded invoices→gallon lift.

4) Cross‑Functional Integration

• Pricing: align on retail‑less guardrails, fences, and state‑specific constructs. Align with street pricing team to ensure that strategy will drive retail-less deal adoption.
• Loyalty/Digital: land fleet tiers, accrual/redemption, anti‑abuse controls, and in‑app cross‑sell.
• Drive Pricing and Loyalty integration to test and implement discounting that customers will respond to in service of profit and volume
• Truck Service: craft fuel + maintenance hooks.
• Supply/Trading: feed corridor plans into supply to ensure wet sites, DEF, and promo inventory alignment.
• Legal/Compliance: implement regulatory registrations, privacy/data‑sharing with partner, and compliant marketing.

5) Performance Management

• Own the small‑fleet P&L view within Fuels; track incremental margin per gallon, volume mix, program progress; reporting and incorporate learnings on offers, prices, and incentives.
• Quarterly reviews with VP TA Fuels to report delivery vs. plan and reprioritize investments.

6) Channel Partner Program

• Own the small fleet channel partner program from end-to-end.
• Negotiate deal structures such that TA is making more on sales (cpg) than channel partners.
• Put a structure in place for participation to ensure that each partnership is profitable for, and valuable to, TA.

• Right-size channel partner program over time to align with TA strategy and opportunity

Qualifications

• 10+ years B2B sales leadership in trucking/OTR fleet, fuel cards/fleet payments, fintech (factoring/AR finance), or truck‑stop networks; track record building inside‑sales capabilities at scale.
• Deep familiarity with freight factoring models (advance rates, recourse vs. non‑recourse, reserves, risk), fuel‑card ecosystems, broker credit tools, and load boards.
• Comfortable negotiating complex partnerships (commercial + tech + risk) and aligning multi‑party roadmaps.
• Data‑ and process-driven operator: CRM rigor, funnel math, pricing sensitivity, and LTV/CAC discipline.
• Builder’s mentality: can stand up teams, playbooks, dashboards, and cross‑functional routines quickly.

Competencies (what great looks like)

• Commercial skill: balances growth and margin‑per‑gallon objectives.
• Partner orchestration: translates industry-leading playbooks into a differentiated partner model for TA.
• Operational excellence: builds scalable sales ops and regulatory compliant workflows day one.
• Customer obsession: understands owner‑operators and 2–50 truck fleets—what they value and how they buy. Customer experience is crucial to success – find ways to reduce or remove friction to fueling with TA.

Tools & Systems

• CRM, marketing automation, dialer/sequence tools, pricing/quote approvals, partner portals & broker‑credit interfaces; BI dashboards to align with current TA stack and policies while bringing industry best practice
• Drive vision of integrating small fleet offer into best-in-class loyalty app
• CRM velocity: engineer the sales process for the reps such that their day is spent engaging with and selling to customers vs CRM administration. Deep understanding of CRM systems and implementation is crucial.
• CRM + Data Integration: beyond the normal sales engagement data, reps must have access to customer behavior, such as fueling lanes and fueling mix, so they can successfully negotiate and win business. Develop scope for proprietary system to be stood up to run side-by-side with CRM to deliver this data.

Why join bp

At bp, we support our people to learn and grow in a diverse and challenging environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, and excellent retirement benefits, among others!

Travel Requirement

Up to 50% travel should be expected with this role

Relocation Assistance:

Relocation may be negotiable for this role

Remote Type:

This position is a hybrid of office/remote working

Skills:

Agreements and negotiations, Analytical Thinking, Business Acumen, Commercial Business Development, Continuous Learning, Customer promise execution, Customer service delivery excellence, Deal modelling and valuation, Developing and implementing strategy, Influencing, Internal alignment, Listening, Loyalty Management, Marketing strategy and programmes, Negotiating value, Negotiation planning and preparation, Partner relationship management, Presenting, Sentiment and Trends, Thought Leadership, Trade discipline and compliance, Trading Fundamentals, Trading knowledge, Writing skills

Legal Disclaimer:

We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.