Pricing, Supply and Tender Analyst

Main Purpose:

To achieve set commercial objectives; timely pricing updates and strategies, tender contracts, margin optimisation, forecasting, customer relationships, supply management support.

To support tender processes; preparing of tender offers, involved with customer negotiations.

To support tenders with supply; engage with supply team to remain competitive in pricing and reliability.

To support customer relationships; engage with customers during tender processes, manage opportunity pursuit with commercial managers.

To manage sales forecast; for all global regions, integrate tender outcomes with supply requirements.

To support and manage pricing function; monthly / weekly price updates, offer preparations, yearly budget, internal sales communication.

To support digitalization initiatives; identify opportunities, engage with development teams, support progress, testing, and improvements.

To support marketing and business development; segment customers, develop value propositions and commercial messages.

To manage talent; build encouraging working climate, facilitate on-boarding of new talent, develop training, support coaching outcomes.

Knowledge Skills and Abilities, Key Responsibilities:

Pricing Strategy & Execution for the defined area:

• Design and drive implementation of pricing strategies to support common and unique business situations for tenders.
• Develop pricing models to ensure competitive pricing while maximizing margin and volume at regional and customer segment level.
• Analyze and recommend payment currency per location based on FX exposure/risk.
• Track customer volume performance, explore ways to increase pricing and/or roll over contracts.
• Follow market price and supply evolution to ensure competitiveness and identify trends.
• Perform detailed business and market analysis, create supply maps, cost curves to assess market position and enable strategy planning.
• In detail understanding of P1/P2 pricing mechanism, proactively identifying any exposure between P1 and P2 and putting in place measures to mitigate these risks.

Tender Management & Commercial Strategy:

• Profile and segment customers, to accelerate sales and profit growth.
• Engage with customers and key stakeholders to qualify sales opportunities, conduct account planning and customer tenders.
• Manage and support all aviation tenders in the region timeously and accurately.
• Represent the commercial team at various forums and meetings as needed.
• Conduct variance analysis / business reviews per customer, compare to budget and suggest corrective action where appropriate.
• Clearly identify opportunities for increased margin management and customer portfolio upgrading and advise the respective Sales teams.
• Support commercial operations; forecast sales, sales budgets, facilitate sales process including the know your counterparty (KYC) and contracting process and enforce legal compliance.
• Participate in developing of sales strategies and new business models and ensure all business models are up-to-date and effectively managed.
• Develop new business opportunities in the aviation segment.
• Facilitate collection and reporting of market intelligence, competitor activities, pricing strategies etc.

Supply process support for defined area:

• Support the supply process with demand planning, forecasting and variance analysis for Jet and Avgas and communication to operations, commercial and financial stakeholders.
• Provide periodic reporting on sales evolution, trends, supply price accuracy.
• Engage with the relevant supply teams to optimize supply costs and premiums, recording and storing the final recaps from supply team, track demurrage, track hedge PnL.
• Understand and track exposure risk via Exposure Risk Matrix.
• Supply chain mapping and costing (transfer price monitoring) including competitive positioning.
• Represent aviation with the relevant supply teams to support supply calls, monitor SPR’s to support raising of flags and supply crisis calls.

People:

• To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates 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.

Governance:

• To ensure effective risk management and internal control, including asset management, for the Aviation Segment.

Context and Environment

• Managing Aviation pricing, tenders, strategy and supply support in a competitive 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.

Requirements:

• Appropriate degree in sales / business management / an analytical background / engineering; and 3+ years 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 South Africa, and trends in the related market sectors targeted by Puma Energy South Africa.
• Good knowledge and application of Puma Energy Compliance requirements, Policies and Procedures, and relevant Petroleum Industry legislative and regulatory framework would be advantageous.

Key Relationships and Department Overview:

• Internal – Global Commercial Team, Pricing Team in Mumbai, Commercial Managers, Finance Manager, General Managers etc.
• External – External Auditors, Clients, etc.