Jennifer Durgin Email & Phone Number

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Drives cultural change to support agile marketing strategies as ExxonMobil’s Finished Lubricants organization navigates rapidly evolving market shifts, including the rise of digital sales, alternative distribution channels, and increased end user demand for customized products and services. Finished Lubricants include traditional and synthetic oils for passenger and commercial vehicles.Directs the Marketing Business Unit (MBU) for North America, Finished Lubricants’ largest region:• Recruited for the ability to look beyond organizational hierarchies and established procedures to develop innovative strategies that drive profitability and provide the desired customer experiences.• Responsible for creating $60M marketing and communications plan, including making commercials and buying media, deploying digital marketing, and meeting customers where they are to influence share of wallet.• Oversees 100-person North America marketing team, developing and strengthening their skills to empower appropriate risk taking and agile business decisions.• Draws on extensive marketing experience and consumer-focused mindset to develop new business models that support revenue growth through all channels, including product development, pricing, packaging, promotion, retail outlets (Walmart, AutoZone), e-commerce, and distributors (Jiffy Lube, car dealerships).• Collaborates directly with ExxonMobil Research and Engineering to develop products that optimize revenue margins by meeting customer needs in both current and future markets. Uses business intelligence data to inform marketing insights.

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Passionate advocate for female leadership coaching and active leader of initiatives to feed the pipeline of talented women for full equity in leadership roles. Mentored 50+ women to help them find their voices and become confident leaders.

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Tapped by senior management to help lead a global culture change to position ExxonMobil’s Fuels and Lubricants (F&L) organization for success in current and future competitive markets. Architect of worldwide initiative to build business knowledge and employee engagement among 22K workers in 46 business lines across more than 130 countries.KEY ACHIEVEMENTS• Synthesized 1000+ data points from a Denison Culture Survey and developed an 18-month road map with clear objectives and actions to drive desired culture change through internal communications and engagement strategies.• Built the Culture Sustainment and Culture Champion networks to establish a team of 270 leaders to validate the culture plan and provide two-way communication and support across F&L workers worldwide.• Won buy-in from senior level managers across the globe to unify 30 heritage awards programs into a new F&L Award Framework that reflects organizational changes and culture goals. Created a new innovative, digitally-enhanced format for nominations.• Put in place the first President’s Communications Strategy to deploy F&L leadership’s voice as a strategic tool that aligns with the culture transformation and delivers intentional messaging for maximum effect with each engagement.• Directed multi-media strategy to deliver global messaging that supports culture shifts, including video, social media, and infographics.

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Elevated the value of Exxon, Mobil, and Esso brands across 130+ countries and 27K service stations through a data-driven focus on consumer trends to inform product design and marketing campaigns.KEY ACHIEVEMENTS• Collaborated with ExxonMobil Research to design additive treatments for branded fuels that meet current and future customer demand, including improved performance, longer engine life, and a lower carbon footprint. Conducted strategic assessments of consumer preferences through surveys and data analysis. Created 10-year road maps for brand positioning customized for each country based on its individual market characteristics and regulatory climate.• Continuous champion for data-driven research and analytics to identify opportunities for market growth and create action plans. Defined and strongly influenced the rollout of a customer segmentation model across China, Singapore, Europe-Africa-Middle East, and North America regions to deliver a $220M annual value.• Led strategic development of the international campaign to unify fuel branding under the Synergy name in Canada and the United States. Differentiated Synergy from competitors as the fuel of choice through a top-to-bottom campaign that ran the gamut from electronic outreach via social media, multi-media advertising, media placement, and web design to relabeling of gas pumps and updated service station signage. Campaign represented the largest multi-media launch in decades, delivering 3 billion impressions and record-setting purchase intent. Completed Synergy campaign on time and on budget.

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Applied robust research and a deep understanding of consumer behavior to grow the Exxon, Mobil, and Esso fuel brands across the United States, Canada, and South America.ACHIEVEMENTS• Established brand and marketing vision and end-to-end development of all marketing communications. Led a 12-person team and multiple agencies for creative and media execution of 100+ annual projects.• Maximized value and service level offers through customer segmentation modeling and leveraging above the line media, enhanced digital capabilities, and on-site messaging across 12K+ retail locations.• Managed $100M annual budget for a consistently effective and efficient spend. Maximized return on investment to increase revenue growth and market share, including a record-setting 21% increase in earnings for Canada, 2% volume growth in Colombia, and a rise in ExxonMobil’s US market share from 10%-11% in contrast to a 2% drop for the nearest competitor.

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Appointed ExxonMobil’s first loyalty manager to develop the strategic direction, staff, and resources to create three ground-breaking programs rolled out to 10K US locations. Earned The Spirit of Excellence Award given by the company president to the top 1% of ExxonMobil employees: Safeway rewards – Created the first grocery/fuel rewards program in ExxonMobil history and one of the first in the United States. Sole negotiator with Safeway senior leadership for a cross-promotional program to bring fuel discounts to 6M+ customers. Oversaw technical point of sale interfacing, direct selling to branded wholesale customers, training, implementation, and branding and marketing valued at $51M. Proprietary fuel rollback – Built ExxonMobil’s first national rewards program branded Return and Earn to benefit customers who shop at the company’s 10,000 gas/retail store locations. Program created significant uptick in sales. Launched Shopkick, a mobile loyalty coalition that leverages the growth of mobile technology.

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Managed pricing and volume balance for 4000+ Exxon and Mobil locations across the US Gulf Coast Region, which included the company’s top three markets:ACHIEVEMENTS• Developed a strategic process to centralize information about competitors, tactics, strategies, and markets.• Evaluated daily and monthly margin opportunities for growth. Analyzed volume, margins, and competitor pricing differentials to set appropriate pricing strategies.• Increased profitable volume by 108%.

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Managed profit and loss for annual revenue of $650M for 62 company-owned locations in Nashville, TN and Charlotte, NC markets.ACHIEVEMENTS• Results delivered include a 200% annual increase in retail profits to $11.5M, 119% increase in consumer product margin, 105% jump in sales, improved overall net profit growth of 25%, and ranking as one of the top two US regions.• Executed national category management strategy to meet and exceed sales targets for consumer products in 34 segments.• Achieved 95% consumer satisfaction against a goal of 90%.• Led the company in shrink/inventory management at less than 1% of sales, exceeding the industry standard.• Oversaw 10 supervisors who provided direction to 750 sales team members, including 62 site managers. Engaged with directly with employees to recognize their efforts. Learned valuable early lessons in understanding team motivation and making each person feel that he or she is important to a successful operation.

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Characterized by increased responsibility over product and brand management, promotions, retail pricing, negotiations with vendors, and supply chain management.

Advanced Leadership Program

Exxonmobil Enterprise Leadership Program, Executive Education

B.S., Marketing, Management