Commercial Territory Manager- Unbranded

At Motiva, our employees' energy, passion, and dedication to excellence are what make us who we are and what allows us to generate energy that makes a house a home, gets us from point A to point B, and enables our health and wellbeing. We invest in every aspect of our employees' lives because, at Motiva, our people matter.

Headquartered in Houston, Texas, Motiva refines, distributes and markets petroleum products throughout the Americas. The company's Port Arthur Manufacturing Complex in Port Arthur, TX, is comprised of North America's largest refinery with a total throughput of 720,000 barrels per day, the world's second largest base oil plant, and an integrated chemical plant. Under exclusive long-term brand licenses with Shell and Phillips 66 (for the 76® brand), Motiva's commercial operations supply more than 12 billion gallons of fuel to customers annually. Motiva is wholly owned by Aramco, one of the world's largest integrated energy and chemicals companies.



Position Overview:

The Motiva Fuels Sales & Marketing (FSM) organization sells branded and unbranded fuels into the market, optimizes fuels supply and demand positions in the various (sub)markets, operates consumer loyalty programs, ensures a high-quality consumer experience at sites, and governs all retail joint ventures in which Motiva is a shareholder. Key objectives for Motiva FSM are volume growth, margin optimization and continued earnings growth.



The Commerical Area Manager is expected to manage day to day B2B commercial sales and marketing activities with assigned customers area, maximizing existing sales volume for unbranded diesel, heating oil, gasoline, and biofuels while facilitating new business development through close working relationship with support services. They are also expected to deliver contract compliance while executing marketing programs and improving profitability with commercial wholesale customers utilizing best practice B2B telephone/face-to-face sales and various marketing techniques.



Responsibilities:

• Achieves volume, revenue, margin, growth, and other targets as set by the organization Region.
• Interacts with various levels of management on matters involving planning, development and implementation of programs, growth, and sales.
• Interacts primarily with key account commercial wholesalers all some of whom are CEOs of their own companies, many of whom have a net worth in the millions of dollars.
• Defines and resolves a wide range of complex situations and problems requiring in-depth analytical, interpretive, and evaluative skills.
• Is responsible for monitoring and counseling wholesalers on demand management related to supply/logistics for equity and outside supply points within geography.
• Understands and keeps track of changing customer needs and business environments to ensure we are competitive/efficient in meeting the needs of customers.
• Ensures the achievement of contract compliance by reviewing sales trends (daily/weekly/monthly/annual).
• Has an in-depth knowledge of the key competitors in the market area and to understand their strengths and weaknesses thereby exploiting opportunities arising from these that will develop new opportunities with wholesalers to acquire new business independently.
• Is responsible and proactive in HSSE and Diversity/Inclusiveness issues that affect the individual, the office/field environment, and their customers. Be accountable for own development plan to continuously improve competencies.
• Works with Motiva Wholesale Branded Territory Managers to balance growth/enterprise goals.
• Attends local various meeting and industry events representing the Motiva unbranded business.
• Utilizes B2B internal tools and other best practices to deliver best in class customer engagement.
• Deals with very large wholesalers that operate with multiple channels or complex business models in different geography that may span across multiple states. The Territory Manager must understand how various local economies act and behave so they can actively seek and follow up on opportunities to increase the value for the portfolio of customers they oversee.
• P&L responsibility for delivering over $20MM annual C3.
• Deliver contract business above 95% compliance.
• Responsible for delivering over +500 million gallons of unbranded product annually.
• Responsible for approx. 40 commercial wholesalers.
• 25- 30% travel time requirement with some overnight stays, first 6 months travel extensive during training and transition.
• Responsible for annual budget in area.
• The responsibilities of this position may change to support the business in a fast-paced, rapidly changing environment. The successful candidate must be flexible.

Experience and Qualifications

Basic Qualifications:

• Bachelor's degree required.
• Minimum 10 years of B2B sales experience, preferably fuels experience including multiple channels of trade and operational positions in the region or in headquarters.
• Experience maintaining good working relationships and contacts at the appropriate levels with the service providers to assist in critical areas of supply, product managers, pricing, loading support services, contract/customer master, credit, finance, etc. to resolve complex issues across functions and to assure the business runs smoothly.
• Must demonstrate business presence and ability to interact in a credible manner at all levels in the business.
• Proven experience negotiating and closing commercial deals.
• Must work with a high level of independence, (responsible for the wholesale sales operations that may be in several states) in executing all sales initiatives and programs.
• Self-motivation and excellent time management skills.
• Must have ability to travel
• Must live close to a major metropolitan airport for ease of traveling to key accounts as agreed to with supervisor. Final location will be mutually agreed upon between manager and successful candidate.

Preferred Qualifications:

• Unbranded Fuels Knowledge strongly preferred
• Pricing experience
• Wholesale experience
• Understanding of commercial and fuel logistics
• Degree in Marketing/Sales