Posted on: 10 October 2024
ID 925289

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
  • Reporting directly to Global Avgas Lead
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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