Main Purpose:To achieve set financial objectives; sales volume, margin, day sales outstanding, return on assets under managementTo engage with customers; qualify sales opportunity, manage opportunity pursuit, conduct account planning, select and manage key accountsTo manage sales operations; forecast sales, sales budget, sales communication and marketing events, facilitate sales process, organise sales collateral and tools, manage CRM, enforce legal complianceTo partner with marketing and business development; customers, lead sourcing and develop value propositions and commercial messages and eventsKnowledge 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 achievedTo nurture, maintain and manage good customer business relationshipsTo ensure continued improvement in the accuracy of sales forecastingTo effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted forTo manage the level of gross margin after variable expense (GMVE) per customerTo manage customer credit (resolve errors, perform reconciliation), and ensure customer service deliveryTo conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriateTo profile, segment customers, and manage key accounts in order to accelerate sales and profit growthTo effectively manage contracts and administrationCommercial 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 managedTo develop new business opportunities in the aviation segmentTo implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reachedTo facilitate collection and reporting of market intelligence, competitor activities, pricing strategies etc.To investigate and propose opportunities for new business development in the Aviation segmentPeople: 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 productivityHealth 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 lifeContext and Environment: Managing Aviation strategy and sales in a competitive marketing environmentTension 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 choiceAccountability: 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 AfricaQualification/ 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 industryExposure to analyzing and interpreting financial statements / results either in studies or work experienceInteracting with employees and customersGood sales management, negotiation and conflict resolution skills, good analytical and presentation skillsGood knowledge and understanding of business and legal basicsGood knowledge of Commercial business environment in AfricaGood knowledge and application of Puma Energy Compliance requirements, Policies and Procedures, and relevant Petroleum Industry legislative and regulatory framework would be advantageousReporting Structure: Reporting directly to Global Avgas LeadKey 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 ManagerExternal: Airport Authorities, Governmental Aviation Agencies and Energy departments, Contractors, Consultants and VendorsAbout UsPuma Energy is a leading global energy business which supplies, stores and distributes petroleum products in 48 countries across six continents. Founded in 1997, Puma Energy has its headquarters in Singapore and Geneva and employs over 8,000 people globally with regional hubs in South Africa, Puerto Rico, Australia, and Estonia and has recently set up a Global Delivery Center in Mumbai, India.
Puma Energy has a network of 100 storage terminals, more than 3,000 retail sites, and a presence at over 80 airports. Our mission is to energize communities to help drive growth and prosperity by sustainably serving our customers' needs in high potential countries around the world.
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