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:
Motiva is currently seeking a future Territory Manager (Territory Manager Trainee) to join our team. As a Trainee, this role is required to take part in a 12-18 month rotational program (timing can fluctuate based on business need and candidate development), based in our Houston, TX headquarters. The rotational program consists of assignments within Motiva Marketing and Sales various departments to learn the Motiva business & key skills prior to being placed into an assignment. The experiences gained in the headquarters' assignments will give the candidate a feel for our customer needs and issues prior to managing a territory of their own within the Motiva Geography. Upon completion of the program candidates will be assigned within the field. Full mobility is a requirement for consideration.
A Day in the Life of a Motiva Territory Manager:
Work with a high level of independence (responsible for the wholesales sales operations within a state, or specific market) 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 branded business (volume) through an indirect, wholesaler channel. Responsible for margin delivery; branded customer value proposition (CVP) and wholesaler programs and overall network management.
Deal with wholesalers 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.
Depending on the region or brand, roles vary:
Shell Brand: focus on account maintenance & growth of existing relationships
76 Brand: heavy emphasis will be placed on new business development
Understand competitive environment to ensure competitive initial offer and maximize the value of the brand(s) 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 Marketing, Sales, & Logistics staff to assist in critical areas of supply, credit, finance, etc. to resolve complex issues across functions and to assure the business runs smoothly.
Responsibilities:
Participate in a 12-18 month rotational program consisting of assignments within Motiva Marketing and Sales various departments to learn the Motiva business & key skills.
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.
Relationship Management: Build positive working relationship with wholesalers and have the ability to adopt to different professional styles and work well with various staff within a wholesaler's organization.
Contract compliance: Ensure contractual terms & conditions are met. Work with sales management on deal structure and leveraging brand value to secure branded business.
Operational Excellence: complete comprehension of the downstream supply chain and complexities of the retailing fuel business. Act as liaison between wholesaler requests and various groups in Motiva MS&L business such as demand, pricing, legal, credit, business operations and marketing.
Experience and Qualifications
Required Education and Experience:
Bachelor's degree required.
Previous business experience with an emphasis in customer management and sales experience is required.
Must have demonstrated experience managing B2B relationships.
Prior experience with managing customers from a sales perspective a must.
Must be able and willing to relocate within an assigned Motiva geography following the 12-18 month rotational period.
Preferred Education and Experience:
MBA or higher education
6+ years of business experience with a focus on B2B sales
Experience in Oil & Gas industry and/or relatable sales
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.
