Sr Business Development Manager - Refined Fuels at Pilot Company — Salt Lake City, UT

The Senior Business Development Manager drives growth in our refined products portfolio by expanding our wholesale market presence. This role is ideal for a seasoned commercial professional who brings deep industry relationships, refined product expertise, and advanced negotiation capabilities. This individual plays a pivotal role in shaping our market penetration strategy, mentoring emerging talent, and ensuring consistent, sustainable revenue growth.

• Develop and execute market penetration strategies to expand our refined products footprint across the wholesale market.
• Leverage established industry relationships to identify new business opportunities, strengthen partnerships, and accelerate deal flow.
• Negotiate complex commercial agreements using strategies that maximize value and protect company interests.
• Prepare and deliver executive‑level presentations to customers and prospects, clearly articulating value propositions, market insights, and strategic solutions.
• Monitor market dynamics and provide valuable market insights to leadership, including competitive intelligence, customer trends, regulatory changes and emerging opportunities, to help shape long‑term strategies for the wholesale business.
• Maintain a robust sales pipeline, ensuring accurate forecasting and consistent progression of opportunities through each stage.
• Deliver regular pipeline and performance reports to leadership, highlighting trends, risks, and growth opportunities.
• Mentor and support less‑experienced sales representatives, providing guidance on deal strategy, customer engagement, and best practices to elevate overall team performance.
• Collaborate cross‑functionally with supply, logistics, operations, and finance teams to ensure seamless execution of commercial deals.
• Represent the company at industry events, conferences, and customer meetings to enhance brand visibility and credibility.
• Model behaviors that support the company’s common purpose; ensure guests and team members are supported at the highest level.
• Ensure all activities are in compliance with rules, regulations, policies, and procedures.
• Complete other duties as assigned.
• Bachelor’s degree preferred
• 5+ years of experience in sales, business development, or commercial roles within the oil & gas, refined products, or energy market
• Advanced Salesforce/CRM skills
• Intermediate Microsoft Office skills
• Excellent written, verbal and listening communication skills
• Excellent customer service skills
• Excellent ability to negotiate and influence others
• Advanced analysis skills and ability to use data for strategic planning
• Ability to collaborate with internal departments and support teams
• Excellent organizational skills with attention to detail
• Ability to work independently, multitask and meet deadlines in a fast-paced environment
• Travel required up to 50%
• General office work requiring sitting or standing for long periods of time
• Weekly pay and strong benefits (Medical, Dental, Vision)
• 401(k) + Flexible Spending Accounts
• Employee fuel discount
• Tuition reimbursement to keep your career moving
• A people‑first culture where your work is recognized and your success is celebrated
• This position does not support immigration sponsorship.  To be considered you must have the legal right to work in United States without additional sponsorship
• This position requires candidates to be legally authorized to work in the United States without employer sponsorship
• Pilot is an Equal Opportunity Employer. All employment decisions are based on qualifications, merit, and business need.