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Position Summary

The Commercial Market Manager (CMM) is responsible for the sales and marketing of retail convenience store products and services ensuring profitability for a specified geographic region. The CMM accomplishes sales and marketing objectives primarily through developing Territory Managers in a marketing area and dealing also directly with Dealers as necessary.

Key Responsibilities

• Responsible for a large and diversified customer base that operates in complex markets through multiple channels of trade.

• Develops and maintains strong relationships with Brand and Wholesale customers.

• Supports team in maintaining customer satisfaction through advising and assisting with customer issues and handling difficult situations, issues or conversations.

• Interacts with Pricing, Trading, Supply, and/or Logistics organizations to determine and execute profitable near and long-term sales strategy and price position targets.

• Provides strategic direction for direct reports in line with the West, Direct Dealer, and Commercial objectives.

• Assesses new product offerings and new market expansion opportunities. Assists direct reports with prospecting efforts including prioritization and resource allocation.

• Consults with direct reports in creating and Negotiation Brand proposal packages and Wholesale contract and bid packages that are aligned with organization growth objectives. Reviews all proposals and associated contract analysis to ensure accuracy and quality. Grants approval of contract proposals within level of authority and seeks higher approval as needed. Serves as primary liaison to legal in the development and review of all contracts prior to execution. Presents Brand proposals, as required, to the necessary Commercial leaders.

• Reviews customer sales volume, margins, terminal pricing, and market conditions and delivers recommendations to Management; implements change as needed.

• Actively participates in the Annual Capital Budget, Annual Business Plan, as well as Brand and Wholesale Customer forecasts with inputs from others in the Direct Dealer/West business.

• Recommends new products, programs, strategies, and innovation management to improve sales and profitability. Assists direct reports in defining opportunities for participation in Brand Marketing programs/strategies. Coordinates the implementation of special programs/strategies.

• Coordinates activities between other teams for Branded and Wholesale customers that cross geographic boundaries.

• Ensures and facilitates compliance of the franchise agreement, PMPA, applicable Federal and State laws, warning letters, termination, and litigation, enforcing the uniformity of the franchise, promotional programs, operational standards, royalty and advertising fee collection.

Education and Experience

• Bachelor’s Degree required.

• Six (6) years of industry or similar experience with Commercial, Supply or Trading background required.

• Ten (10) years of broad sales, marketing, and/or retail management experience preferred.

Skills

• Authentic Communicator - Expresses ideas and information, both verbally and in writing, clearly and credibly. Listens to understand and fosters constructive dialogue.

• Business Acumen - Applies knowledge of MPC’s business, industry, and the marketplace to advance the

• organization’s goals. Makes decisions and recommendations clearly linked to MPC’s strategy.

• Continuous Improvement Mindset - Identifies and leads opportunities for continuous improvement and value creation, both incremental and large-scale.

• Energizing the Organization - Creates a purposeful, engaged, optimistic workforce.

• Negotiation- Negotiation is the ability to compromise in a cooperative effort to reach mutually satisfactory conclusions and results.

• Ongoing Learning & Self-Development - Regularly determines new areas for learning and acquires strategies and best practices for gaining/improving knowledge, behaviors, and skills.

• Relationship Management – Relationship Management is the conscious aim to develop and manage long-term and/or trusting relationships with internal or external customers, distributors, suppliers, or other parties in an environment which can include marketing, selling, servicing, and oth