Main Purpose

The Aviation Sales Manager will be responsible for driving business performance in the Value Chain within the Aviation Clientele Channel to ensure superior execution of fuel sales offers, ensuring business profitability and adherence to the highest HSSE and operating standards.

Knowledge Skills and Abilities, Key Responsibilities

Key Responsibilities

• 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

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:

• 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

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

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
• Good knowledge and application of Puma Energy Compliance requirements, Policies and Procedures, and relevant Petroleum Industry legislative and regulatory framework would be advantageous

Skills:

• Sales and Negotiation: Expertise in closing high-value deals, negotiating contracts, and managing complex sales processes in the aviation industry.
• Customer Relationship Management (CRM): Proficiency in CRM software to track and manage client interactions, sales pipelines, and post-sales support.
• Communication and Presentation: Strong verbal and written communication skills, with the ability to present complex information clearly and persuasively to diverse audiences.
• Business Development: Proven ability to identify and pursue new business opportunities, develop partnerships, and expand client portfolios.
• Project Management: Ability to manage multiple sales projects, including timelines, budgets, and client expectations.
• Problem Solving and Decision Making: Strong analytical skills to resolve customer issues and make informed decisions quickly.

Competencies :

• Client-Focused Approach: Prioritizing customer needs and ensuring satisfaction to build long-term relationships and repeat business.
• Strategic Thinking: Ability to create and implement sales strategies aligned with the company’s objectives and market dynamics.
• Adaptability: Flexibility to adapt to changing market conditions, client needs, and technological advancements.
• Collaboration: Strong team player with the ability to work cross-functionally with marketing, engineering, and operations departments.
• Financial Acumen: Understanding of financial principles such as budgeting, forecasting, and profitability analysis.
• Regulatory Compliance: Knowledge of aviation regulations, including safety standards and environmental policies, ensuring all sales comply with legal requirements.
• Goal-Oriented: Focused on achieving sales targets and driving revenue growth through strategic initiatives.

Education:

• Appropriate Degree/Diploma in sales / business management or administration and 10+ 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
• Bachelor’s Degree in Business Administration, Marketing, or Aviation Management: Typically required, with a focus on sales or aviation-related courses being advantageous.

Key Relationships and Department Overview

Internal –Business Support Manager & Team, Pricing/Costing Analyst, Sales Managers, Credit & Collection Supervisor, Reporting& Controls, Supply, Operations Teams especially Aviation Operations Manager

External –Aviation Clients, Airport Authorities and other stakeholders