Commercial Account Manager

About the role

Headquartered in Houston, Texas, BWC Terminals is a premier provider of bulk liquid storage and logistics services to refiners, manufacturers, and distributors of bulk liquids in North America. The Company consists of 22 sites with over twenty million barrels of storage capacity. The BWC Terminals facilities are equipped to store a wide range of petroleum, chemical, renewables, and agricultural products.

Job Overview

The Commercial Account Manager will be responsible for managing the commercial relationship with assigned customers, which includes proactively communicating on-going operations, KPIs and business conditions. Commercial Managers will work with existing customers to develop new revenue-generating opportunities and will also support business development initiatives with potential new customers. The role will work in collaboration with accounting, legal, operations and engineering & construction teams to deliver superior value to our customers and to meet or exceed the company's goals and growth targets.

Essential Duties and Responsibilities

• Responsible for maintaining and growing revenue associated with assigned customers.
• Responsible for developing effective commercial relationships with assigned customers and communicating on a regular schedule operational KPIs; discussing current market conditions, constraints in their business and developing storage & logistics solutions that could relieve those constraints and generate incremental value to BWC.
• Identify growth opportunities with assigned customers and support BWC's strategy of growing with customers across the network; follow through with customer inquiries promptly and develop commercial proposals for new and existing customers.
• Engage with internal and external resources to develop a broad understanding of the markets that BWC's customers operate within.
• Maintain and utilize internal and external information to meaningfully benchmark and analyze performance of existing assets and investments to develop perspectives and tactics that support BWC's commercial strategy.
• Maintain knowledge of industry activity and trends by researching/tracking industry bulletins, publications, competitor activities, announcements, and through business contacts and close communication with the internal sales function.
• Collaborate with Operations, Finance, HSE, and Engineering & Construction teams to develop and execute effective storage and logistics solutions.
• Develop and deliver compelling commercial presentations to internal stakeholders, current customers and prospective customers.
• Present customer-focused KPI's that provide insights into asset utilization and identify opportunities for optimization.
• Identify and assess commercial risks and opportunities.
• Ability to travel up to 25% of the time for customer visits, industry meetings and terminal activities.
• Other duties assigned as needed.

Qualifications

To perform the duties of this position successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below outline the knowledge, skills, abilities, and competencies that are required in this position.

• Bachelor's Degree or relevant direct commercial experience in the bulk liquid storage space; MBA not required, but relevant skill sets are preferred.
• Strong analytical and quantitative problem solving abilities.
• Proven success in developing and executing commercial strategies.
• Excellent written and verbal communication skills; ability to convey complex concepts clearly.
• Proficiency in Microsoft Office software, financial modeling tools and AI tools.
• Proficient understanding of financial modeling, including sensitivity analysis and assumptions.
• Familiarity with industry regulations and compliance standards.
• Knowledge of market dynamics and commodity fundamentals relevant to bulk liquid storage.
• Strong interpersonal skills; ability to build relationships across internal and external stakeholders.
• Ability to manage multiple priorities, meet deadlines, and work independently.
• Cultural awareness and professionalism in diverse environments.

In addition to the above, the following relevant work experience is a plus, although not required:

• Logistics experience in truck/rail/marine scheduling and stakeholder coordination.
• Commodity-specific expertise (e.g. specialty chemicals, renewable fuels, agriculture, refined products).
• Understanding of customer logistics value chains and optimization strategies.
• Experience managing business plans and delivering on budgeted P&L targets.

Working Conditions/physical Requirements

The working conditions, environment and the physical requirements/activities listed in this document are representative of those that must be met by an employee to successfully perform the essential functions of the job. The position will be located in the Houston corporate office and will require the ability to be in office up to five days a week.

Physical Requirements/activities

While performing the duties of this position, the individual is regularly required to stand, walk, sit, use hands to finger, handle and operate tools and equipment, reach with hands and arms, balance, kneel, bend, carry, reach, push, pull, lift, twist, grip, and communicate (talk and hear). 80% of the time is stationary/sitting. Specific vision abilities required include close vision. Sustained mental effort is regularly required.