Aviation Sales Manager

Puma Energy; Johannesburg; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Puma Energy is seeking an experienced sales manager in Johannesburg focused on achieving financial objectives and customer engagement, specifically in the aviation segment. The ideal candidate has a degree in sales/business management and significant experience in marketing within the oil industry.

This role involves developing business opportunities, ensuring compliance with industry standards, and managing key accounts to enhance profitability. Strong sales management and negotiation skills are essential.

Qualifications

• 4–6 years experience in marketing and sales management in the oil industry.
• Ability to analyze and interpret financial statements.
• Experience interacting with employees and customers.

Responsibilities

• Achieve set financial objectives and manage sales operations.
• Engage with customers to qualify opportunities and manage accounts.
• Develop new business opportunities in the aviation segment.
• Ensure compliance with company HSEQ and security standards.

Skills

Sales management

Negotiation skills

Analytical skills

Conflict resolution

Presentation skills

Education

Degree/diploma in sales/business management

Matric with 6–8 years experience

Job description

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 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 minimise all risk pertaining to company assets and protection of life
• To ensure effective risk management and internal control for the Aviation Segment
• 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 of 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

Qualifications and Experience

• 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 analysing 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 the 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