Senior Sales Manager - Base Oils

Position Overview :

Please read the following job description thoroughly to ensure you are the right fit for this role before applying.

Reporting to the VP, Base Oils and Americas Alliance Sales, the Senior Sales Manager - Base Oils is a key position within the Commercial organization focused on leading a team of Commercial Managers to exceed both volume and margin plans.

This position will drive growth of Aramco branded base oils in the Americas region. This role will also require alignment with strategic initiatives for growth.

The Senior Sales Manager will have accountability for managing a team of 7-8 Commercial Managers responsible for an annual volume of about 0.

5 bln gallons of base oils.

Responsibilities :

• Manage team of Commercial Managers based in Houston.
• Mentor and enable the Commercial Managers in all commercial aspects including negotiating, contracting, and contract compliance.
• Responsible for meeting volume and margin targets for Aramco base oils in the Americas
• Along with the VP, Base Oils and Americas Alliance Sales, define and enable the Motiva Sales Strategy and commercial offer for base oils.
• Lead the Sales Planning and Customer Engagement processes for Motiva.
• Represent Motiva, Aramco, and Affiliates at industry communities and events within the designated Motiva geography of responsibility and other geographies as needed.
• Enable the collection of market and competitive intelligence including analyzing global base oil market supply and demand to provide input on Motiva's base oil pricing.
• Cross business alignment with Business Excellence Manager and Business Operations Manager to clear Port Arthur production, drive market share, and maximize margin.
• Interface and support the Base Oils Technology Manager in defining market trends, setting priorities on technical development, and identifying opportunities to leverage capabilities and product slate to develop differentiated strategic selling advantages.
• Interface with Legal and Tax to ensure the Sales Strategy, customer portfolio, and commercial tools meet requirements.
• Attend customer meetings with Commercial Managers and drive value, customer relationship capital, and manage demanding customers relative to pricing, supply security and product quality.
• Responsible for development of Commercial Managers and support the development of other members of the larger Motiva Base Oils team.
• Stakeholder engagement requires interfacing with the highest levels of customers' senior executive management. Also, communication with internal stakeholders of Motiva's management is required for management updates, financial reporting, contract reviews, etc.

Experience and Qualifications :

Basic Qualifications :

• Bachelor's degree required.
• 15+ years of prior experience in Downstream, Refining, or Lubricants with a minimum of 10 years in the Sales capacity.
• Proven experience managing a team and assisting with their career development.
• Excellent interpersonal and communication skills with proven ability to build and maintain strong internal and external stakeholder relationships.
• Experience in contract negotiations and the ability to close deals.
• Ability to travel a minimum of 30% as needed for internal and external events and customer visits.
• Knowledge and competency for logistics / modes of transportation involving inland marine, ocean-going, rail, and truck.
• As the industry is highly technical, candidate must be proficient in or have the ability to acquire understanding of the specifications and qualities for the base oil products, applications of those products, and customer's technical requirements.
• Financial acumen in deal economics and budget management.
• Strong financial, analytical, and problem-solving skills.
• Ability to have difficult conversations and maintain good working relationships.
• Ability to quickly understand all Aramco branded programs and ensure adherence.
• Development of staff and participation in succession planning.
• Coach team to meet development goals and to exceed team and individual targets.

Preferred Qualifications :

• Education in engineering, technical related field, business, economics, marketing, is preferred.
• Prior experience in Lubricants or Base Oils is strongly preferred.
• MBA or advanced degree.
• Prior experience negotiating complex business agreements.

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