Lead Commercial Manager - Base Oils
About The Position
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.
Requirements
- 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%
Nice To Haves
- 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
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
Benefits
- We invest in every aspect of our employees’ lives because, at Motiva, our people matter.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
