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Sub Regional Aviation Commercial Manager

3 months ago

Johannesburg, Gauteng, South Africa Puma Energy Full time

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
  • To manage sales talent; build sales climate, source sales talent, facilitate onboarding of new talent, develop training, support coaching outcomes

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:

Health Safety Environment and Quality:

  • To ensure constant adherence and compliance to company HSEQ and security standards, local bylaws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life
  • Governance:
  • To ensure effective risk management and internal control for the Aviation Segment
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 longterm 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 5+ 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
  • Aviation sales experience
  • 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
Reporting Structure

  • Reporting directly to Regional Aviation Commercial Manager

Key Relationships and Department Overview:
Reporting directly to Regional Aviation Commercial Manager