Sales Manager, Sales Strategy & Development

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 largest base oil plant in the western hemisphere, 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.

Reporting to the Director of Product Sales, the Sales Manager - Strategy and Development is a key position within the Fuel Sales & Marketing organization focused on leading a team of Territory Manager Trainees, Branded Account Representative and a Sales Excellence Mgr. This position will manage the TM trainee curriculum and department rotation. This position will also manage a Branded Account Manager's day to day activities that help the Regional Account Manager grow business and also help ensure adherence to the brand standards and site programs of both the Shell and 76 brands. This role will also require alignment with strategic initiatives for growth and with the Marketing team for value-added programs with both brands. This role will have accountability for managing 3 TM trainees, 1 Branded Account Representative, and a Business Development Manager.

Reporting to the Director of Product Sales, the Sales Manager, Strategy & Development plays a critical role within the Fuel Sales & Marketing organization. This position is responsible for leading and developing a team that includes Territory Manager (TM) Trainees, a Branded Account Representative, and a Sales Excellence Manager.

Key responsibilities include managing the TM Trainee curriculum and rotation program across departments, as well as overseeing the day-to-day activities of the Branded Account Representative to support Regional Account Managers in driving business growth. The role also ensures alignment with brand standards and site programs for both the Shell and 76 brands. Additionally, this position collaborates closely with the Marketing team to support value-added programs and strategic growth initiatives. The Sales Manager will have direct accountability for 3 TM Trainees, 1 Branded Account Representative, and 1 Business Development Manager.

- Be an active member of the Product Sales Leadership Team

- Management of TM Trainees and responsible for their growth and development

- Work closely with field-based Sales Managers to ensure alignment with Account Representative management and direction while they are in the office.

- Responsible for the TM Trainee schedule and curriculum and to take feedback from department leaders and discuss with Trainees

- Responsible for leading the actions of the Branded Account Representative and supporting oversight of the 2 Branded Account Representatives that report directly to field-based Sales Managers.

- Leading the Sales Excellence Manager to work closely with the Strategy group to include DMA strategy with overall FSM strategies for new business growth.

- Serve as the focal point for projects that can add value to the Sales team (Price Easy, ROAR)

Experience and Qualifications:

- Bachelor's degree required - 10+ years of prior experience in Retail Fuels with a minimum of 5 years in the Sales capacity

- Experience in team management and employee career development

- Excellent interpersonal and communication skills with proven ability to build and maintain strong internal and external stakeholder relationships

- Ability to have difficult conversations and maintain good working relationships

- Understand all Shell and 76 branded programs and ensure TM Trainees and Account Representatives understand them fully

- Development of staff and participation in succession planning

- Coach team to meet development goals and to exceed team and individual targets.

Preferred Education and Experience:

- Bachelor's degree in business, economics, marketing, or related business field preferred.

- MBA or relevant degree

- Prior Sales and Management experience