Aviation Sales Manager

Puma Energy; Johannesburg; On-site; ZAR 35 000 - 65 000; Full time

Job summary

An established industry player is seeking a dynamic Sales Manager for the Aviation segment. This role involves achieving financial objectives, managing key accounts, and collaborating with marketing teams to develop effective sales strategies. The ideal candidate will possess strong negotiation skills and a deep understanding of the aviation market, ensuring customer satisfaction while driving profitability. If you are passionate about sales and eager to make an impact in a competitive environment, this opportunity is perfect for you.

Qualifications

• 4-6 years of marketing and sales management experience in the oil industry.
• Experience in analyzing and interpreting financial statements.

Responsibilities

• Manage sales operations and customer relationships effectively.
• Develop and implement sales strategies for the aviation segment.

Skills

Sales Management

Negotiation

Conflict Resolution

Analytical Skills

Presentation Skills

Customer Relationship Management

Education

Degree/Diploma in Sales or Business Management

Matric with relevant experience

Job description

Main Purpose:

• To achieve set financial objectives; sales volume, margin, days sales outstanding, return on assets under management.
• To engage with customers; qualify sales opportunities, manage opportunity pursuits, conduct account planning, and manage key accounts.
• To manage sales operations; forecast sales, develop sales budgets, coordinate sales communication and marketing events, facilitate sales processes, organize sales collateral and tools, manage CRM, and ensure legal compliance.
• To collaborate with marketing and business development teams; sourcing leads, developing value propositions, and creating commercial messages and events.

Knowledge, Skills, and Abilities; Key Responsibilities:

Customer and company profitability for the defined area:

• Contribute to annual budgeting processes and ensure achievement of sales budgets for Aviation.
• Nurture and maintain strong customer relationships.
• Improve sales forecasting accuracy.
• Manage pricing, rebates, and discounts; ensure all customer-related costs are accounted for.
• Manage gross margin after variable expenses (GMVE) per customer.
• Oversee customer credit management, resolve errors, perform reconciliations, and ensure quality customer service.
• Conduct variance analyses and business reviews per customer, compare to budgets, and implement corrective actions as needed.
• Profile and segment customers, manage key accounts to accelerate sales and profit growth.
• Manage contracts and administrative tasks effectively.

Commercial strategy for the area:

• Participate in developing sales strategies and new business models; ensure they are current and effectively managed.
• Identify and develop new business opportunities within the aviation segment.
• Implement and execute promotional and marketing strategies as directed.
• Gather and report market intelligence, including competitor activities and pricing strategies.
• Explore and propose opportunities for new business development in the Aviation segment.

People:

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

Health, Safety, Environment, and Quality:

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

Context and Environment:

• Manage Aviation strategy and sales within a competitive market environment.
• Balance marketing efforts with profitability to ensure sustainable and profitable business in dynamic markets with customer choice.

Accountability:

• Enhance Puma Energy's performance and position as a major channel player; provide sound financial and operational solutions tailored to customer needs to increase market share and profitability in South Africa.

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 comparable industry; or Matric with 6-8 years of relevant experience.
• Experience in analyzing and interpreting financial statements.
• Strong interaction skills with employees and customers.
• Proficiency in sales management, negotiation, conflict resolution, analytics, and presentation skills.
• Understanding of business and legal fundamentals.
• Knowledge of the African business environment; familiarity with Puma Energy's compliance policies and petroleum industry regulations is advantageous.

Reporting Structure:

• Reports directly to the Aviation Commercial Manager.

Key Relationships and Department Overview:

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