Aviation Sales 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.
• 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