Retail Fuel

BP AKR Fuels Retail; Indonesia; On-site; IDR 180,000,000 - 300,000,000; Full time

Job summary

BP AKR Fuels Retail seeks a Pricing Manager to lead the retail fuel pricing strategy by analyzing market dynamics, costs, exchange rates, taxes, and regulatory requirements to maximize profitability while keeping prices competitive. You will develop pricing scenarios, monitor margin and volume, and deliver actionable recommendations.

The role requires close collaboration with Supply & Distribution, Finance, Operations, Marketing, Regulatory/Government Relations, and the BoD.

Qualifications

• Bachelor's degree in finance, economics, or related field.
• 5–7 years in pricing or pricing-related roles.
• Experience in fuels/retail or pricing-intensive industries preferred.
• Strong Excel and data visualization skills.

Responsibilities

• Develop and implement competitive pricing strategies.
• Analyze margin, volume, and profitability impacts.
• Monitor competitor pricing and market indicators.
• Prepare pricing scenarios and governance documentation.
• Collaborate with Supply, Finance, Operations, Marketing, BoD and Regulatory relations.
• Post-implementation reviews of pricing actions.

Skills

Pricing strategy

Margin analysis

Excel skills

Power BI

Forecasting

Stakeholder mgmt

Commercial acumen

Pricing governance

Data analysis

Communication

Education

Bachelor's degree in Finance / Economics

Tools

Excel

Power BI

Job description

This role is responsible for leading APR’s retail fuel pricing strategy by analyzing market dynamics, supply costs, competitor pricing, exchange rates, taxes, and regulatory requirements to deliver optimal pricing decisions. The role aims to maximize profitability while maintaining market competitiveness, sales volume, and compliance with government regulations and internal policies.

As the company’s key focal point for fuel pricing, the role develops pricing recommendations, business scenarios, and financial impact analyses, working closely with cross-functional teams including Supply & Distribution, Finance, Operations, Marketing, Asset Management, Regulatory/Government Relations, and the Board of Directors (BoD). The position ensures that pricing decisions align with APR’s overall commercial objectives, financial targets, and long-term business strategy.

Key Responsibilities

• Pricing Strategy and Execution:
• Develop and implement competitive fuel pricing strategies that align with the company’s financial goals.
• Develop pricing scenarios and recommendations to optimize the trade-off between margin, volume, market competitiveness, and cash impact.
• Initiate pricing actions when market, cost, regulatory, or competitive conditions materially change.
• Ensure approved pricing decisions are accurately and timely communicated for implementation across the APR retail network.
• Monitor implementation of pricing decisions and identify potential pricing leakage, inconsistencies, or exceptions.
• Margin and Commercial Performance Management
• Monitor fuel margin performance by product, period, region, and site/network, identifying key drivers behind deviations against plan, forecast, and previous periods.
• Analyze the impact of pricing decisions on gross margin, volume, revenue, product mix, market competitiveness and overall profitability.
• Establish and monitor relevant pricing indicators including target margin, minimum/floor margin, price differential, competitor gap, and cost economics.
• Identify value leakage and recommend corrective actions to improve margin and profitability.
• Conduct post-implementation reviews of significant pricing actions to assess actual performance against assumptions.
• Support Management in identifying opportunities to improve integrated end-to end value, rather than optimizing pump price in isolation.
• Market and Competitor Intelligence
• Establish systematic monitoring of competitor pump prices and significant market movements.
• Analyze competitor pricing behavior, frequency of price changes, product positioning, promotional pricing, and price differentials.
• Monitor relevant external market indicators may include: MOPS and international fuel prices, Crude oil trends where relevant, forex movements, regional product cracks and market movements, domestic competitive landscape and government pricing developments.
• Translate market intelligence into actionable pricing recommendations for Management.
• Develop an understanding of price elasticity and customer response to pricing changes to support future pricing decisions.
• Maintain a robust understanding of APR's end-to-end fuel cost build-up from supply source to retail pump.
• Work closely with Supply and Finance to understand current and projected landed cost and inventory cost.
• Provide early warning to Management when projected pump prices or regulatory pricing constraints may result in material margin pressure.
• Demand Forecasting:
• Develop pricing assumptions for Business Plan, Latest Estimate, Budget, and periodic forecasts.
• Work with Finance, Supply, Sales, and Marketing to develop integrated scenarios covering price, volume, COGS and margin.
• Model the financial and commercial impact of alternative pricing scenarios.
• Support demand and volume forecasting by providing assumptions on price movements, marketing activities, competitive gaps, and expected customer response.
• Support Business Continuity Planning during supply constraints by providing commercial analysis to optimize available volume and margin.
• Pricing Governance and Control
• Establish and maintain a clear Pricing Governance Framework covering analysis, recommendation, approval, implementation, and post-review.
• Ensure pricing decisions follow APR's applicable Delegation of Authority / Manual of Authority.
• Maintain accurate pricing databases and records of pricing decision, historical price records, competitor data, and supporting calculations.
• Develop pricing dashboards and management reports that provide clear visibility of all related pricing factors for example Pump price, COGS, Unit margin, Volume, Competitor differential, Price movements; and Key market indicators.
• Continuously improve pricing processes, analytical tools, data quality, and automation.
• Ensure confidentiality of commercially sensitive pricing information.
• Ensure all pricing activities comply with regulatory requirements and company policies.
• Stakeholder Management. Act as the primary pricing focal point and work collaboratively with:
• Supply & Distribution – COGS, supply economics, inventory exposure, freight, terminal, and distribution costs.
• Finance – margin, profitability, forecasting, budgeting, and financial impact.
• Operations and Asset – implementation of pump prices and site-level performance.
• Marketing – product positioning, promotions, loyalty programs, and customer proposition.
• Regulatory / Government Relations – government pricing policy, HJE and regulatory submissions.
• BoD and Management – pricing recommendations, scenarios, performance updates, and strategic decisions.
• The Pricing Manager is expected to challenge assumptions constructively and provide independent, fact-based recommendations even where commercial, market and regulatory considerations may conflict.

Job Requirements

Education

• Minimum bachelor’s degree in finance, Economics, Business, Engineering, Mathematics, Statistics, or other relevant discipline.

Experience

• Minimum 5–7 years of relevant professional experience, preferably within fuels, downstream oil & gas, retail, commodities, supply & trading, commercial finance, or other pricing-intensive industries.
• Minimum 2–3 years in pricing, commercial analysis, revenue management, supply economics, finance, or related roles.
• Experience in the downstream fuels or retail fuel business is strongly preferred.
• Exposure to regulated pricing environments would be an advantage.

Technical Knowledge

• Pricing strategy and pricing economics
• Margin and profitability analysis
• COGS and cost build-up
• FX and commodity-price exposure
• Demand and volume analysis
• Competitor and market intelligence
• Financial modelling and scenario analysis
• Advanced proficiency in Microsoft Excel is required.
• Experience with Power BI or similar analytical tools is preferred.
• Commercial & Economic Acumen: Ability to understand the commercial implications of pricing, cost, market and regulatory developments.
• Pricing & Exposure Management: Strong understanding of pricing mechanisms and ability to identify and manage pricing and margin exposure.
• Analytical & Strategic Thinking: Ability to convert complex market, cost and operational data into clear insights and recommendations.
• Value Chain Understanding: Ability to understand the economics from fuel procurement and supply through distribution to retail pump.
• Decision Quality: Ability to make timely recommendations despite market volatility and incomplete information.
• Stakeholder Management & Influencing: Ability to influence senior stakeholders and drive alignment across functions without necessarily having direct authority.
• Communication: Ability to communicate complex pricing analysis in a simple, concise and management-oriented manner.