Senior Director, Commercial Development

Buckeye Career•Houston, TX

About The Position

The Senior Director, Commercial Development drives business development and manages strategic growth and acquisition efforts to maximize the contribution of operations to corporate objectives. The role manages a small team of marketing professionals and involves extensive customer interaction as well as advancing opportunities across Buckeye. The position requires petroleum industry experience, including extensive pipeline and/or terminal marketing and the ability to interpret finance and accounting statements in the Oil & Gas industry. The role is responsible for developing annual revenue budgets, achieving or exceeding budgeted volumes and revenues, identifying and developing new business opportunities, and building customer relationships. It also leads commercial work involving contracts, pricing, competitive analysis, acquisitions, regulatory matters, and long-term growth strategy. The Senior Director serves as sponsor for large-scale terminal growth projects and drives pipeline growth programs and initiatives. The position is based in a normal office environment and requires significant travel. Buckeye describes a people-first culture focused on collaboration, inclusion, empowerment, accountability, and professional development.

Requirements

Bachelor's degree required, preferably in business, engineering, or another related discipline.
At least 10 years of industry-related refined products experience.
Extensive understanding of the petroleum logistics business and working knowledge of pipeline and terminal operations.
Significant experience in a commercial role, such as business development.
Strong business acumen, including the ability to recognize key business drivers and understand finance, accounting, and legal issues.
Demonstrated track record of leading and driving high-performance teams.
Excellent written and oral communication and interpersonal skills.
Strong presentation skills in large-group forums with internal and external audiences.
Strong networking and organizational skills.
Ability and willingness to travel; significant travel is required.
Ability to work independently and exercise tact, discretion, and professionalism with internal and external customers and when handling sensitive and confidential information.
Ability to act as an informal leader and demonstrate leadership within the marketing team.
Commitment to environmental responsibility and regulatory compliance.
Ability to perform essential job functions safely and successfully, meet productivity standards, maintain regular and punctual attendance, and comply with personnel policies.

Nice To Haves

MBA.
Supervisory experience.
Strong aptitude in customer service, finance, business analysis, engineering, operations, and logistics/scheduling.

Responsibilities

Create an annual revenue budget using customer input and market conditions.
Achieve or exceed budgeted volumes and revenues at pipelines and terminals in the assigned area, both directly and through managing junior colleagues.
Identify and develop material new business opportunities in new geographies or commodities, including joint venture opportunities where appropriate, and demonstrate returns on investment and other economic hurdles.
Develop innovative marketing solutions to maximize value across the pipeline and terminal business.
Maintain and grow relationships with senior contacts at existing customers and cultivate relationships with potential new customers.
Engage customers to identify mutually beneficial opportunities and ensure their needs and concerns are addressed.
Evaluate emerging national, regional, and customer-specific business trends for budgeting, forecasting, and reporting to Senior Management.
Monitor competitors, customer alternatives, and developing logistics options.
Direct the preparation of customer throughput and storage agreements and pipeline capacity commitments.
Identify potential contract risks and mitigate them with the legal team.
Lead understanding of marketplace conditions and adjust commercial strategies to support successful execution.
Establish and maintain pricing structures that maximize revenues, comply with regulations, and account for competitive alternatives.
Proactively identify potential acquisitions and participate in their assessment and negotiation as appropriate.
Identify opportunities to improve pipeline volumes where demand exceeds capacity and drive options to address potential growth.
Represent the assigned region in developing and refining long-term growth strategy and tactics.
Serve as project sponsor for large-scale terminal growth projects.
Drive pipeline growth programs and initiatives across the Buckeye pipeline system.
Maintain an extensive understanding of federal, state, and local regulations affecting pipeline and terminal businesses, monitor changes, and address emerging competitive challenges and regulatory issues.
Perform other duties as assigned.