Territory Manager Trainee
Motiva Enterprises LLC

Job Info

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Motiva is an investment-grade, independent, and entrepreneurial enterprise that is a wholly owned affiliate of Saudi Aramco. Motiva strives to be the safest and most profitable downstream business in Saudi Aramco's portfolio within the Americas. Headquartered in Houston, TX, we own and operate North America's largest refinery-with a crude capacity of 630,000 barrels a day! With a network of equity terminals that are supplying gasoline and diesel to thousands of retail outlets under the iconic Shell and 76® brands, we are comprised of 2,500 dedicated US employees working together to bring the country the energy it needs while giving back to the communities!

Position Overview

Motiva is currently seeking a Territory Manager to join our team. New Motiva Territory Managers are 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:

• 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:

• Must have a minimum of a bachelor's degree. MBA is preferred.
• Minimum four (4) years of previous business experience.
• Experience in managing B2B relationships
• Experience in Oil & Gas industry and/or relatable sales with B2B skillsets. Prior experience with managing customers from a sales perspective a must.
• Must be able / willing to relocate within Motiva geography.

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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