Sub Regional Aviation Commercial Manager

Main Purpose:

To achieve set financial objectives; sales volume, margin, day sales outstanding, return on assets under management
To engage with customers; qualify sales opportunity, manage opportunity pursuit, conduct account planning, select and manage key accounts
To manage sales operations; forecast sales, sales budget, sales communication and marketing events, facilitate sales process, organise sales collateral and tools, manage CRM, enforce legal compliance
To partner with marketing and business development; customers, lead sourcing and develop value propositions and commercial messages and events

Knowledge Skills and Abilities, Key Responsibilities:

Customer and company profitability for defined area:

To give input on annual budgeting process and ensure sales budgets for Aviation are achieved
To nurture, maintain and manage good customer business relationships
To ensure continued improvement in the accuracy of sales forecasting
To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
To manage the level of gross margin after variable expense (GMVE) per customer
To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery
To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
To profile, segment customers, and manage key accounts in order to accelerate sales and profit growth
To effectively manage contracts and administration

Commercial strategy for the area defined:

To participate in developing of sales strategies and new business models and ensure all business models are up-to-date and effectively managed
To develop new business opportunities in the aviation segment
To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached
To facilitate collection and reporting of market intelligence, competitor activities, pricing strategies etc
Investment projects for the area defined:
To investigate and propose opportunities for new business development in the Aviation segment

People:

To effectively work with employees through applying the company People management principles to promote a positive working environment which will attract and retain skilled staff and increase productivity

Health Safety Environment and Quality:

To ensure constant adherence and compliance to company HSEQ and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life

Context and Environment

Managing Aviation strategy and sales in a competitive marketing environment
Tension in achieving an effective balance between marketing and profitability for Puma Energy Aviation to ensure long-term sustainable and profitable business in these dynamic markets where customers have freedom of choice

Accountability

The jobholder is accountable for enhancing the performance and position Puma Energy as a major player in the channel defined and to provide sound financial and operational solutions tailored to the needs of customers to ensure a sustainable increase in market share and optimal profitability for Puma Energy South Africa

Qualification/ Experience Required

Appropriate degree/diploma in sales / business management or administration and 4 6 years marketing and sales management experience in the oil industry or a comparable industry, or Matric plus 6 8 years marketing and sales management experience in the oil industry or a comparable industry
Exposure to analyzing and interpreting financial statements / results either in studies or work experience
Interacting with employees and customers
Good sales management, negotiation and conflict resolution skills, good analytical and presentation skills
Good knowledge and understanding of business and legal basics
Good knowledge of Commercial business environment in Africa
Good knowledge and application of Puma Energy Compliance requirements, Policies and Procedures, and relevant Petroleum Industry legislative and regulatory framework would be advantageous

Reporting Structure

Key Relationships and Department Overview:

Internal Country General Manager, Aviation Commercial Manager, Country Operations Manager. HSSE Manager, Country Finance Manager. Country Supply and Logistics Manager, Country HR Manager
External Airport Authorities, Governmental Aviation Agencies and Energy departments, Contractors, Consultants and Vendors

Occupation:

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