Own and optimize a multi-customer sales portfolio, delivering against annual business plans and performance targets
Develop and execute account plans using data, forecasting, and market insights
Monitor portfolio performance, proactively identifying risks and opportunities and adjusting strategies accordingly
Commercial Execution & Negotiation
Lead complex commercial negotiations, including pricing, contract terms, and supply agreements
Incorporate financial, credit, and working capital considerations into decision-making
Ensure all commercial activities comply with Delegation of Authority, pricing frameworks, and corporate policies
Customer & Market Leadership
Lead and evolve strategic relationships with customers, prospective clients, and industry stakeholders to drive long-term value and market growth
Represent Motiva in the marketplace, strengthening brand positioning through industry engagement, conferences, and associations
Act as a senior voice of the customer, translating customer needs into commercial strategies and internal priorities
Shape market perception by effectively communicating the base oils value proposition and differentiators
Market Analysis & Commercial Strategy
Analyze market dynamics, customer trends, and competitive positioning to inform commercial strategy and portfolio decisions
Translate market insights into data-driven recommendations for pricing, product positioning, and growth initiatives
Identify emerging trends, risks, and opportunities, adjusting strategies to maintain competitive advantage
Business Development & Growth
Identify, evaluate, and develop new-to-company customers to expand market share and strengthen portfolio performance
Drive growth across existing and new accounts by developing targeted strategies
Partner with Brand Management teams to execute differentiated, value-added offerings that enhance customer engagement
Cross-Functional Collaboration & Influence
Influence and align internal stakeholders across Commercial, Business Excellence, Supply Operations, Credit, and Finance to ensure seamless execution
Partner with Technology and Branding teams to integrate product expertise and brand strategy into customer engagements
Share market intelligence and insights to inform broader commercial and strategic decision-making
Leadership & Capability Building
Mentor and support onboarding of new Commercial Managers, contributing to overall team capability
Share best practices, insights, and market knowledge to strengthen commercial effectiveness across the organization
Governance & Compliance
Operate within corporate policies, pricing structures, and approval processes
Ensure compliance with all safety, ethical, and regulatory standards
Manage travel and expenses within approved budgets
Experience and Qualifications:
Required Education and Experience
Bachelor's degree in E
Benefits
Health insurance
Additional Information
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.
Position Overview:
The Lead Commercial Manager is responsible for leading a portfolio of base oils customers while driving market growth through proactive business development. This role shapes commercial strategy at the customer and portfolio level, strengthening market positioning, and delivering sustainable value.
As a key market-facing leader, the role represents Motiva in the industry, influences customer and stakeholder decisions, and translates market insights into actionable commercial strategies. Operating with an entrepreneurial mindset within defined governance and delegated authority, this role balances agility with disciplined execution. The Lead Commercial Manager interacts with customers, Base Oil Senior Sales Manager, Commercial Managers, Technology Manager, Business Excellence Manager, Supply Operations Manager and staff.
This is an individual contributor role directly managing a multi-customer sales portfolio with substantial revenue, while influencing broader commercial strategy and growth initiatives, reporting to the Base Oils Senior Sales Manager.
Motiva · Houston, TX