Aviation Sales Manager

Puma Energy; Johannesburg; On-site; ZAR 200,000 - 300,000; Full time

Job summary

A leading global energy company is seeking an experienced sales manager in aviation to drive profitability and engage with key customers. Responsibilities include achieving sales objectives, managing pricing, and overseeing sales operations. Ideal candidates will have a degree in sales or business management and 4-6 years of relevant experience in the oil industry. This role is based in Johannesburg, South Africa, and fosters a positive work environment for skilled staff.

Qualifications

• 4-6 years of marketing and sales management experience in the oil or similar industry.
• Experience in financial analysis, customer interaction, and sales management.
• Knowledge of business, legal, and regulatory frameworks relevant to the petroleum industry in Africa.

Responsibilities

• Achieve financial objectives like sales volume and margin.
• Engage with customers to manage key accounts.
• Oversee sales operations and manage pricing strategies.
• Develop commercial strategies to identify business opportunities.

Skills

Sales management

Negotiation skills

Analytical abilities

Customer relationship management

Financial analysis

Education

Degree/diploma in sales, business management, or administration

Job description

Main Purpose:

• To achieve set financial objectives such as sales volume, margin, days sales outstanding, and return on assets under management.
• To engage with customers by qualifying sales opportunities, managing pursuit strategies, conducting account planning, and managing key accounts.
• To oversee sales operations including forecasting, budgeting, communication, marketing events, sales process facilitation, managing sales collateral and tools, CRM management, and legal compliance enforcement.
• To collaborate with marketing and business development teams on customer engagement, lead sourcing, and developing value propositions and marketing messages.

Knowledge, Skills, and Abilities; Key Responsibilities:

Customer and Company Profitability:

• Provide input on annual budgeting and ensure achievement of sales budgets in the Aviation sector.
• Maintain and nurture good customer relationships.
• Improve accuracy of sales forecasting.
• Manage pricing, rebates, discounts, and associated costs.
• Manage gross margin after variable expenses per customer.
• Oversee customer credit management and ensure quality customer service.
• Conduct variance analysis and business reviews per customer, taking corrective actions as needed.
• Segment customers and manage key accounts to accelerate sales and profit growth.
• Manage contracts and administrative tasks effectively.

Commercial Strategy:

• Participate in developing sales strategies and new business models.
• Identify and develop new business opportunities within the aviation segment.
• Implement marketing strategies and activities to meet marketing objectives.
• Gather and report market intelligence, including competitor activities and pricing strategies.

Investment Projects:

• Identify and propose new business development opportunities in the Aviation segment.

People Management:

• Work effectively with employees, applying company people management principles to foster a positive work environment, attract, and retain skilled staff, and increase productivity.

Health, Safety, Environment, and Quality:

• Ensure ongoing compliance with HSEQ and security standards, local laws, and regulations to minimize risks to assets and personnel.

Context and Environment:

• Manage Aviation strategy and sales in a competitive market environment, balancing marketing and profitability to ensure sustainable growth.

Accountability:

• Enhance Puma Energy's market position and performance, providing financial and operational solutions tailored to customer needs for increased market share and profitability.

Qualifications and Experience:

• Degree/diploma in sales, business management, or administration, with 4-6 years of marketing and sales management experience in the oil or a similar industry, or Matric plus 6-8 years of relevant experience.
• Experience in financial analysis, customer interaction, and sales management.
• Strong negotiation, conflict resolution, analytical, and presentation skills.
• Knowledge of business, legal, and regulatory frameworks relevant to the petroleum industry in Africa.

Reporting Structure:

• Reports directly to the Aviation Commercial Manager.

Key Relationships and Department Overview:

• Internal: General Manager, Aviation Commercial Manager, Operations, HSSE, Finance, Supply & Logistics, HR.
• External: Airport Authorities, Aviation Agencies, Contractors, Vendors.

Puma Energy is a leading global energy company supplying petroleum products across 48 countries, with a mission to energize communities and drive growth sustainably.