Aviation Sales Manager

**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