Job Summary

The selected candidate for this position MUST reside in Denver, CO or Phoenix, AZ.  Relocation WILL NOT be offered.

This position, Sr. Account Manager – Marketer, is an individual contributor sales role responsible for developing, managing, and growing assigned lubricant marketer relationships within a designated geographic region. The incumbent is accountable for achieving assigned volume, profitability, market share, and strategic growth objectives through effective management of existing marketers and the identification, recruitment, and development of new lubricant marketers.

The Sr. Account Manager serves as the primary business partner to lubricant marketers, leading joint business planning activities, identifying growth opportunities, expanding product penetration, and ensuring alignment with CITGO's strategic objectives. The role requires a thorough understanding of lubricant distribution channels, market dynamics, competitive activity, pricing strategy, and customer profitability.

The incumbent collaborates cross-functionally with marketing, technical services, customer service, supply chain, credit, and pricing teams to support marketer success and deliver exceptional customer experiences. This position operates with a high degree of independence and autonomy and is expected to provide strategic recommendations, mentor less experienced sales personnel, and contribute to the development of regional and national sales initiatives.

Job Duties

Marketer Development and Joint Business Planning: Develop and maintain strategic relationships with assigned lubricant marketers, distributors, and their key decision makers. Serve as the primary commercial contact responsible for understanding each marketer’s business model, organizational capabilities, facilities, market coverage, sales resources, product mix, financial condition, and long-term objectives.  Conduct structured quarterly business reviews with assigned marketers to evaluate results, opportunity pipelines, business-plan execution, market conditions, and corrective actions. Consult with marketers on sales strategy, product positioning, account development, inventory and service capabilities, and practices that support profitable growth of CITGO lubricant products.

Market Development, Marketer Engagement and Network Expansion: Communicate, correspond, and meet regularly with existing and prospective lubricant marketers. Retain and profitably grow existing marketer business while identifying and pursuing opportunities to expand CITGO’s channel coverage and market penetration.  Evaluate the ability of current marketers to serve priority markets, customer segments, product categories, and end-user opportunities. Work with marketers to strengthen their coverage, expand product offerings, improve product penetration, and develop new business within their markets.  Identify distribution gaps and prospect for qualified new lubricant marketers where additional channel capability or coverage is needed. Evaluate prospective marketers based on strategic fit, market presence, sales capabilities, facilities, operational resources, financial condition, creditworthiness, product portfolio, and capacity to represent and grow the CITGO brand.  Monitor and communicate competitive activity involving products, programs, pricing, incentives, service levels, logistics, channel strategies, and market positioning. Use this intelligence to recommend account-specific and broader market actions that improve CITGO’s competitive position and support profitable growth.

Job Duties II

Sales Analysis, CRM, Forecasting and Administration: Analyze sales, volume, contribution, product mix, forecast accuracy, marketer performance, and market-coverage information to identify performance gaps and growth opportunities. Develop corrective action plans when marketer or territory results fall below established objectives. Prepare forecasts and reports that provide management with visibility into expected sales, marketer performance, opportunity development, competitive activity, risks, and corrective actions. Complete required expense budgets, expense reports, vehicle reports, and other sales administration responsibilities.

National and Strategic Account Support:  Provide field-level support for national and strategic account locations within the assigned area. Coordinate with the appropriate national account owner, marketer, customer-service personnel, and internal support functions to facilitate location setup, product availability, delivery performance, issue resolution, and ongoing customer support.  Determine the most appropriate service model for each opportunity based on account requirements, marketer capabilities, channel strategy, logistics, economics, and customer experience. Engage and support qualified lubricant marketers in national or strategic account fulfillment when doing so aligns with CITGO’s account and channel strategy.  Monitor location performance and escalate service, supply, delivery, product, or relationship issues that could affect customer retention or profitable growth.

Credit and Financial Risk Management:  Partner with the appropriate Credit Manager to establish and maintain suitable credit arrangements for assigned and prospective marketer accounts.  Coordinate with Credit and the marketer to address delinquent balances, resolve disputes, develop corrective proposals, and determine appropriate sales actions. Consider credit exposure and financial condition when recommending account growth, program investments, pricing support, or changes in the business relationship.

Minimum Qualifications

Bachelor's Degree required.  

• Demonstrated business-to-business sales or account-management experience.
• Experience managing distributors, marketers, wholesalers, or other channel partners.
• Strong business acumen and the ability to develop account strategies that balance volume growth, profitability, investment, credit exposure, and long-term channel development.
• Ability to lead joint business planning and translate strategic objectives into measurable actions.
• Ability to evaluate marketer capabilities, market coverage, competitive position, sales performance, and financial considerations.