Territory Manager - Unbranded MSC

Position Overview: Motiva is a fully owned affiliate of Saudi Refining Inc. The company is currently headquartered in Houston, TX, United States. Motiva Enterprises owns and operates the Port Arthur Refinery in Port Arthur, Texas. On May 25th, 2012, Motiva officially completed its expansion of the refinery to a capacity of 600,000 bbl/d (95,000 m3/d) making it the largest refinery in North America and the fifth largest in the world. Motiva''s products include diesel, gasoline, liquefied petroleum gas (LPG), aviation fuel, and lubricants which it supplies to American states in the South, Mid-Atlantic, and the Northeast. Branded marketing outlets include Shell and 76-branded service stations. Motiva also sells commercial (unbranded) fuels to various industries and fuel distributors. Motiva owns & operates 24 storage and distribution terminals. Responsibilities: Motiva Marketing & Sales is currently seeking an Unbranded Territory Manager to join our Motiva Sales Center team. The Unbranded Territory Manager is the main point of contact between Motiva and our commercial / unbranded customers & fuel distributors. Along with being the main point of contact, the Unbranded Territory Manager is responsible for maintaining strong working relationships with their customers, developing new business, managing & renewing contracts, growing margin & increasing profitability, and ensuring customers are compliant with contracted fuel volumes. Specific Accountabilities: 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 business, such as demand, pricing, legal, credit, business operations and marketing.A Day in the Life of an Unbranded Territory Manager: 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 unbranded M&S customers, with key performance deliverables of growing business (volume) through an indirect, wholesaler channel. Responsible for margin delivery.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 Unbranded 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 a crisp ''go to'' market sales & business development plan.Develop growth plan and sales'' targets.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.Experience and Qualifications Required: 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.Must be able / willing to relocate within Motiva geography.Preferred Qualifications: MBA preferredExperience managing & negotiating fuel supply contracts, including index & rack pricingExperience working within the Motiva SalesForce IT systems, including customer setups & contract bid processSuccessfully completed the Motiva TM Trainee program

Created: 2021-11-29