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
- To manage sales talent; build sales climate, source sales talent, facilitate on-boarding 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 by-laws, 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 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 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