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Territory Manager

1 month ago

Houston, Texas, United States Motiva Enterprises LLC Full time
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 lubricants 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:

Motiva Sales Center (MSC) is currently seeking a Territory Manager to join our MSC team. The MSC Territory Manager position is a developmental role that works directly with our customers while working with the different groups within Motiva Marketing and Sales. This role will lead to knowledge and understanding of Motiva's business, processes, financial impact, Customer Value Proposition, deal analysis, economic modeling, marketing programs, pricing, supply etc. The experiences gained in this role will give the Territory Manager an understanding of the business as a whole and how Motiva fits into their customer's needs. There will be a short training/onboard timeframe to get the candidate up to speed with the business and their customers.

Responsibilities:
  • Relationship Management: Build positive working relationship with customers and have the ability to adopt to different professional styles and work well with various staff within a fuel distributor organization.
  • New Business Development: understand competitive market, use of industry and in market resources to analyze business environment; Commercial and financial acumen in deal structuring, modeling and negotiating. The ability to structure and articulate deal structure and economic tradeoffs to secure business. Develop growth plans and sales targets.
  • Contract compliance: Ensure contractual terms & conditions are met. Work with sales management on deal structure and leveraging Motiva's resources to secure new business.
  • Operational Excellence: complete comprehension of the downstream supply chain and complexities of the motor fuel business. Act as liaison between customer requests and various groups in Motiva M&S (Marketing & Sales) business, such as demand, pricing, legal, credit, business operations and marketing.
  • Program Development: Work with customers to institute and deliver various programs that increase the value to our customers and Motiva.
  • Work with a high level of independence in executing all sales, marketing initiatives and programs. Position requires self-motivation, and excellent time management skills.
  • Sales Management of wholesalers with key performance deliverables of growing the business (volume) through an indirect, wholesaler channel. Responsible for margin delivery; customer value proposition (CVP) and wholesaler programs and overall network management.
  • Deal with varying sized M&S customers, that operate with multiple channels or complex business models in different geographies 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.
  • A heavy emphasis may be placed on new business development and delivering operational excellence within his/her region.
  • Understand competitive environment to ensure competitive initial offer and maximize the value for Motiva.
  • Develop and maintain good working relationships and contacts at the appropriate levels with the Motiva Marketing & Sales department staff to assist in critical areas of supply, credit, finance, etc. to resolve complex issues across functions and to assure the business runs smoothly.
  • May include some/limited travel for face-to-face meetings with M&S customers including tradeshows and conferences.
Experience and Qualifications:

Basic Qualifications:
  • Experience in Oil & Gas industry and/or relatable sales with B2B skillsets. Prior experience with managing customers from a sales perspective a must.
  • Experience in managing B2B relationships.
  • Must be proficient in Microsoft Office applications, especially Excel.
  • Excellent communication skills.
  • Strong business acumen.
  • Must have legal authorization to work in the U.S on a full-time basis for anyone other than current employer.
  • Must have a minimum of a Bachelor's degree.
  • Minimum four (4) years previous business experience.
Preferred Qualifications:
  • MBA preferred
  • Experience managing & negotiating fuel supply contracts, including index & rack pricing
  • Experience working within the Motiva SalesForce IT systems, including customer setups
  • Be able / willing to relocate within Motiva geography for potentially future roles
We reserve the right to amend or withdraw Motiva jobs at any time, including prior to the closing date. Depending on qualifications, the successful candidate may be offered a position at a more appropriate level and/or grade.

Applicants for regular U.S. positions must be authorized to work in the United States for Motiva Enterprises LLC without the need for sponsorship of an immigration authorization or visa (for example, TN, H-1B, or other employment-based immigration authorization or visa).

Motiva participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information, or other protected status under federal, state, or local laws.

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