Lead Commercial Manager - Base Oils

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.

Responsibilities:

Account & Portfolio Management

• 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 Engineering, Chemistry, Business, Finance, Economics, or related field
• 10+ years of commercial experience in oil & gas, specifically around base oils, lubricants, or specialty products
• Demonstrated experience in sales, account management, and business development within complex commercial environments
• Experience leading customer engagements and commercial negotiations, including pricing and contract terms
• Strong customer relationship management experience, including ownership of a multi-account portfolio
• Strong understanding of market dynamics, competitive positioning, and customer needs within the value chain
• Proven ability to analyze data and market trends to inform commercial strategy and decision-making
• Experience developing and managing sales forecasts aligned with business planning and performance targets
• Strong financial and commercial acumen, including pricing, margin management, and working capital considerations
• Ability to influence cross-functional stakeholders through clear, persuasive communication
• Ability to travel domestically and internationally up to 40%

Preferred Education and Experience

• Advanced degree (MBA or equivalent)
• Experience operating in global or multi-regional markets
• Familiarity with integrated supply chain, logistics, and commercial execution environments
• Experience collaborating with Marketing/Brand teams to support product positioning and customer engagement strategies
• Proven track record of driving portfolio growth, market expansion, or commercial transformation initiatives

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.