Fleet Card Sales Representative

Job Family Group:

Sales Group

Job Description:

The earnify TM fleet card sales representative will be responsible for the prospecting, acquisition, and retention of earnify TM fleet card customers across a broad geography in the US convenience and mobility business, and meeting and exceeding defined sales quotas. The earnify TM fleet card sales representative works as a member of an extended account management team focused on growing hydrocarbon volume and generating incremental revenue and margin to the US mobility business, executing growth plans pursuing both organic and inorganic sales opportunities. In addition, the earnify TM fleet card sales representative will work closely with WEX’s bp account team to help ensure appropriate customer support and service for customers subscribed to the earnify TM fleet card.

The earnify TM fleet card can be used for fuel and vehicle-related purchases at merchants that accept WEX and Mastercard® with on-going fuel rebates available at over 8,000 stations across the bp family of brands. Designed for small businesses and large fleets, this partnership will expand the program’s valuable fuel rebates to bp, Amoco, TravelCenters of America, TA Express, and Petro stations across the country.

This role requires strong product expertise in the earnify TM fleet card, as well as expertise in earnify TM, bp’s consumer loyalty app. The role also requires expertise in the competitive fleet card landscape and broader fleet card segment. The successful candidate(s) will also demonstrate experience in value-based selling and team leadership skills. The position requires a high level of self-motivation, professional communication skills, a passion for building customer relationships, and the determination to contribute directly to the success of our business.

Key Accountabilities

• Business development through organic and inorganic leads

• Build and manage strategic plan for territory growth

• Deliver consistent, results-driven activity to meet and exceed monthly, quarterly, and annual sales quotas, growing fuel volume and number of customer accounts

• Retain existing customer accounts

• Conduct account reviews with key customers to reinforce value creation through bp’s earnify TM fleet card

• Work effectively with WEX to effectively manage sales process and account management processes

• Work effectively with bp product team to provide customer and industry insight and support offer development processes

• Represent bp and fleet card in local, regional, and industry events

• Effectively work as a member of a broader customer account team led by the bp Business Development Manager or Regional Account Lead

• Build and maintain strong relationships across the US convenience and mobility organization and with Branded Marketers and franchisees

• Effectively represent our brand at customer sites and retail locations, ensuring alignment with our values, behaviors and safety expectations.

Skills and competencies

Product Expertise: a deep understanding of our US Fleet Mobility card offerings and the broader competitive landscape of fleet card sales. Stay informed about competitive products and market trends to sharpen sales strategies and deliver a competitive edge.

Value-Based Selling: a demonstrated ability to sell emphasizing value beyond price and the ability to demonstrate product value compared to other alternatives in the marketplace.

Sale Process Management: demonstrated ability to manage a sale through the stages of the sales process including identifying, targeting, and qualifying prospects, developing compelling sales and engagement strategies, effectively communicating the product value proposition, closing the sale, implementing a new account, and reinforcing value creation through ongoing post-sale engagement with the customer.

Pipeline Management: Build and maintain a robust prospect pipeline leads. through:

• 50+ minimum calls per week

• Door-to-door prospecting

• Email marketing campaigns

• Engaging with prospects at retail locations

• Leveraging LinkedIn for outreach

• Conducting online research

• Referrals from bp affiliated locations (bp, Amoco, TA, Thorntons), or existing customers

Sales pipeline management: maintaining accurate records in Salesforce to drive success, focused on total opportunities, wins, losses, and expected impact against core deliverables.

Analyze and Act on Data: Review performance and transaction data to identify high-potential opportunities for growth with existing and new accounts. Prioritize prospecting efforts and shape strategies for customer engagement.

Close Deals and Build Relationships:

• Schedule and conduct prospect meetings that result in new cardholder acquisition.

• Develop profitable, long-term partnerships with customers through excellent follow-up and relationship-building.

• Support Branded Marketers and franchisees in driving fleet volume growth at their sites.

Field Engagement: Spend 60% of your time in the field, meeting customers, prospecting at retail stations, supporting Branded Marketers and franchisees, attending new site grand openings, and building strong networks.

Qualifications

Education: Bachelor’s degree preferred, ideally in business, sales, marketing, or a related field.

Experience: Years of sales or business experience, with a "hunter" mindset and pipeline management expertise. Experience in fleet, payment, or oil & gas industries is a plus.

Industry Knowledge: Familiarity with fleet management and operations.

Communication Skills: Proficient in writing, speaking, listening, and cold calling.

Technical Skills: Experience with Salesforce or similar CRM systems and proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook).

Influencing Skills: Ability to engage and influence decision-makers across various organizations.

Self-Starter: Motivated, independent, and thrives in a fast-paced environment.

Safety Focus: Commitment to safety-first behaviors and company values.

bp Values & Behaviors: Embrace and actively incorporate BP’s Values and Behaviors of safety, respect, excellence, courage and one team, into daily performance and execution

Legal authorization: Must be at least 18 years of age, legally authorized to work in the United States, and not require sponsorship for employment visa status (i.e., H1B, TN, etc.) now or in the future.

Valid Driver License & transportation

Territory

Successful candidate must reside near a major airport

• Baltimore, MD
• Washington, D.C.
• Philadelphia, PA
• Newark, NJ
• New York City, NY

How much do we pay (Base)? $60,000 - $120,000

*Note that the pay range listed for this position is a genuinely expected and reasonable estimate of the range of possible base compensation at the time of posting.  
 
This position is eligible for US Benefits – Select. This position offers paid vacation depending on your years of relevant industry experience and will range from 120 – 240 hours of vacation per year for full time employees (60 - 240 hours of vacation per year for part time employees). You will also be eligible for 9 paid holidays per year and 2 personal choice holidays.  You may learn more about how we calculate paid vacation and view our generous vacation and holiday schedules at Benefits US Select. Bp has a parental leave policy as well, which offers up to 8 weeks’ paid leave for the birth or adoption of a child. Learn more by visiting Benefits US Select.
 
We offer a reward package to enable your work to fit with your life. These offerings include a discretionary annual bonus program, long-term incentive program, and generous retirement benefits that include a 401k matching program. These benefits include a pension for eligible employee. You may learn more about our generous benefits at Benefits US Select.
 
As part of bp’s wellbeing package, bp offers access to health, vision, and dental insurance, as well as life and Short-Term Disability and Long-Term Disability.  You may learn more about our generous benefits at Benefits US Select.

Why Join Us? 

At bp, we support our people to learn and grow in a diverse and ambitious 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 (https://exploreyourbenefits.com/landing.html) 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!
 
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Travel Requirement:

Up to 75% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Business Acumen, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Partner relationship management, Product Ownership, Sector

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Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, 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.