Puma Energy

Global downstream energy supplier and marketer

Aviation Sales Manager

Field Sales +1Updated on Nov 15

Full-timeJohannesburg, South AfricaNo salary listedIn-person

About the Job

Requirements

An appropriate degree or diploma in sales, business management, or administration, together with 4–6 years of marketing and sales management experience in the oil industry or a comparable industry; alternatively, Matric plus 6–8 years of marketing and sales management experience in the oil industry or a comparable industry.
Exposure to analyzing and interpreting financial statements or results through studies or work experience.
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 the commercial business environment in Africa.

Responsibilities

Achieve set financial objectives for sales volume, margin, days sales outstanding, and return on assets under management.
Engage with customers by qualifying sales opportunities, managing opportunity pursuit, conducting account planning, and selecting and managing key accounts.
Manage sales operations, including sales forecasts, budgets, sales communication and marketing events, sales processes, sales collateral and tools, customer relationship management, and legal compliance.
Partner with marketing and business development on customer engagement, lead sourcing, value propositions, commercial messaging, and events.
Manage sales talent by building a positive sales climate, sourcing sales talent, facilitating onboarding, developing training, and supporting coaching outcomes.
Provide input to the annual budgeting process and ensure Aviation sales budgets are achieved in the defined area.
Nurture and manage customer business relationships.
Improve the accuracy of sales forecasting.
Manage pricing, rebates, discounts, and customer-related costs.
Manage gross margin after variable expense per customer.
Manage customer credit, resolve errors, perform reconciliations, and ensure customer service delivery.
Conduct customer variance analyses and business reviews, compare performance with budget, and take corrective action where appropriate.
Profile and segment customers and manage key accounts to accelerate sales and profit growth.
Manage contracts and administration.
Participate in developing sales strategies and new business models, and ensure business models are current and effectively managed.
Develop new business opportunities in the aviation segment.
Implement and execute promotions and marketing strategies or activities as directed to achieve marketing objectives.
Facilitate the collection and reporting of market intelligence, competitor activities, and pricing strategies.
Investigate and propose opportunities for new business development in the Aviation segment.
Work effectively with employees by applying company people-management principles to promote a positive working environment, attract and retain skilled staff, and increase productivity.
Ensure adherence to company health, safety, environment, quality, and security standards, local bylaws, standards, and legislation to minimize risks to company assets and protect life.
Ensure effective risk management and internal control for the Aviation segment.
Enhance Puma Energy's performance and position as a major player in the defined channel by providing financial and operational solutions tailored to customer needs, supporting sustainable market-share growth and optimal profitability in South Africa.

Desired Qualifications

Knowledge and application of Puma Energy compliance requirements, policies and procedures, and the relevant petroleum-industry legislative and regulatory framework.

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
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 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

About the Company

Puma Energy

Global downstream energy supplier and marketer

Puma Energy is a global downstream energy business that supplies fuels, aviation fuels, lubricants, LPG and bitumen in more than 34 countries, focusing on Central America and Sub-Saharan Africa. The company operates its products through downstream segments, which include refining and distributing fuels, supplying aviation fuel at airports, selling lubricants and LPG, and providing bitumen for road and construction projects. Its products are moved from suppliers to customers via terminals, storage, and a network that serves retail stations, commercial buyers, airlines, and construction sites. Puma Energy differentiates itself with a wide geographic footprint in high-potential markets, a diversified product mix, and a mission that centers on energising communities and driving growth and prosperity in the areas it serves. The company’s goal is to sustainably meet customers’ energy needs in these markets while supporting local development by expanding access to fuels and related products.

Company size: 5,001-10,000
Company stage: Debt Financing
Total funding: $775M
Headquarters: Cotonou, Benin
Founded: 1997

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