Fuel New Business Development Manager – Carolinas at Elan Partners in Maryland, NC

Job description

• Petroleum - New Business Development Manager – Carolinas
• Élan Partners is seeking an experienced Fuel Business Development Manager to drive B2B growth across North Carolina, South Carolina, and Georgia. The ideal candidate will have a strong background in fuel, petroleum, convenience retail, or a closely related industry, with demonstrated success developing new business and managing a regional sales territory. We're looking for someone who understands the economics behind fuel deals—not just relationship sales—and can identify prospects, build a pipeline, structure and negotiate agreements, develop economic models and proposals, and close profitable new business. This person should be comfortable working independently in the field, developing relationships with dealers, distributors and other fuel customers, and partnering internally with Supply, Trading, Pricing, Operations and Legal to bring deals across the finish line.

Responsibilities

• Develop and execute a strategic growth plan for the assigned territory, with a focus on expanding the customer base and increasing EBITDA.
• Identify and develop new business opportunities across existing and target growth markets.
• Build and maintain a strong pipeline of prospective customers in Salesforce and effectively move opportunities through the sales cycle.
• Develop relationships with dealers, distributors, operators, and other prospective fuel customers.
• Understand prospective customers' business needs and develop financially sound solutions that create value for both the customer and company.
• Lead negotiations and structure competitive offers within established financial and profitability parameters.
• Develop preliminary economic models using key deal metrics including EBITDA, IRR, Client, volume, leverage and coverage.
• Prepare and present professional proposals and offers to prospective customers.
• Manage the internal approval process for economic models, deal structures, and contract offers.
• Partner with Supply, Trading, Pricing, Operations, Legal and other internal teams to develop and execute customer agreements.
• Identify new markets and growth opportunities and develop revenue and volume projections.
• Prepare annual budgets and growth requirements for the assigned geography.
• Monitor competitive activity, market conditions, and pricing changes and communicate relevant information to leadership.
• Attend industry events, trade shows and conferences as appropriate to develop relationships and expand the opportunity pipeline.
• Successfully transition newly acquired accounts to the appropriate account management team for onboarding and ongoing relationship management.
• Serve as a knowledgeable business partner to customers with a strong understanding of the fuel industry, regional markets, and competitive landscape.

Requirements

• Bachelor's degree.
• 5+ years of B2B sales/business development experience, ideally within the retail petroleum, fuel distribution, convenience retail or related industry.
• Proven track record of developing and closing new business within a defined geographic territory.
• Strong understanding of fuel economics, margins, volume, pricing, and deal structures.
• Experience developing economic models, proposals and business cases for prospective customers.
• Strong negotiation, presentation and relationship-building skills.
• Experience managing a sales pipeline and opportunities through Salesforce or a similar CRM.
• Ability to work cross-functionally with Supply, Trading, Pricing, Operations, Finance and Legal.
• Strong business and financial acumen with the ability to evaluate opportunities based on profitability and long-term value.
• Comfortable operating independently in a highly field-based role.
• Ability to travel approximately 50–75% throughout the Southeast territory.

Skills

Required

• B2B sales and business development
• Territory management
• Fuel economics and deal structuring
• Negotiation
• Presentation
• Relationship building
• Salesforce or similar CRM
• Cross-functional collaboration
• Business and financial acumen
• Independent work in field-based role
• Travel 50-75%