Motiva Enterprises LLC

Commercial Manager, Base Oils

Houston, TX

full_time

About This Job

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 Commercial Manager supports our customer base in procuring base oils products or their product applications while achieving favorable business outcomes. The role represents the Motiva Base Oils brand to the market, champions the voice of the customer at Motiva, and remains agile, diligent, and steadfast in the face of change. This role is set up to be entrepreneurial in nature while understanding certain delegated decision authorities and controls. The Commercial Manager interacts with customers, Base Oil Senior Sales Manager, other Commercial Managers, Business Excellence Manager, Technology Manager, Operations Manager, and other Base Oils Staff. This is an individual contributor role, directly managing a multi-customer sales portfolio with substantial revenue, reporting to the Base Oils Senior Sales Manager.

Responsibilities:

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Promotes and develops advantageous relationships with customers, industry organizations, service providers, and affiliates

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Manages, grows, and oversees sales accounts for base oils in support of achieving yearly business plan targets

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Negotiates contracts and ensures compliance with each contract

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Adheres to Delegation of Authority and various other corporate controls and policies (e.g., pricing, contract templates, contract approvals, etc.).

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Manges travel needs within individual Travel & Expense budget

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Builds and maintains detailed customer interaction plans and adjusts as necessary in order to achieve business objectives. Utilizes data from multiple sources to inform sales portfolio strategies and tactics.

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Meets Commercia KPIs for each sales account and for the entire sales portfolio in aggregate

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Gathers business intelligence and disseminates and communicates updates to internal stakeholders, and advises the Commercial team of new or developing market strategies.

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Partners with entire Commercial team to compare business intelligence information and insights and to develop cohesive and substantiated direction for business management

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Partners with various staff (e.g., Customer Service, Scheduling, Credit, Accounts Receivable, etc.) to ensure customer interface activities are executed in a timely and accurate fashion, as required

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Partners with Technology and Marketing teams to understand market trends and technology landscape as well as solicit their expertise in customer engagements, as required. In addition, actively participates in the new or existing Branding and/or Marketing strategies and campaigns.

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Stewards sales portfolio results, hurdles to success, and improvement areas

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Identifies areas of improvement in achieving Commercial Excellence

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Manages travel needs within individual Travel & Expense budget

Experience and Qualifications:

Required Education and Experience:

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Bachelor's degree in Engineering, Chemistry, Finance, Accounting, Business Administration, Economics, or similar degree

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10+ years relevant commercial working experience in the Oil & Gas, base oils, or lubricants industry

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3+ years relevant sales experience, with a high preference for experience in base oils or finished lubricants

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High degree of proficiency in selling and negotiations is required due to the skilled and experienced level of engagements at each customer account

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High degree of technical product acumen (e.g., technical approvals, specifications, product applications) is needed due to the complexity and depth of the product value chain.

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Strong customer focus with excellent interpersonal and communication skills, both written and oral

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Broad and deep understanding of customer-related business aspects (e.g., logistics modes of transportation, Credit, Accounts Receivable, product quality, loss control, technical product specifications, technical approvals, inventory, etc.)

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Strong decision-making skills combined with financial and business acumen

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High willingness to learn and to be agile in a quickly-evolving market

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Self-directed and ability to collaborate with others effectively

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Familiarity with ERP-like systems and basic software (e.g., Excel, Word, PowerPoint)

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Ability to travel domestically and internationally up to 40%

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Fluency in English is required.

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Office location: OAC

Preferred Education and Experience:

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MBA or similar

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Bilingual, Fluent in Spanish a plus.

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