KEY 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
GOVERNANCE:
- 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
EXPERIENCE:
- 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
SKILLS:
- Sales and Negotiation: Expertise in closing high-value deals, negotiating contracts, and managing complex sales processes in the aviation industry.
- Customer Relationship Management (CRM): Proficiency in CRM software to track and manage client interactions, sales pipelines, and post-sales support.
- Communication and Presentation: Strong verbal and written communication skills, with the ability to present complex information clearly and persuasively to diverse audiences.
- Business Development: Proven ability to identify and pursue new business opportunities, develop partnerships, and expand client portfolios.
- Project Management: Ability to manage multiple sales projects, including timelines, budgets, and client expectations.
- Problem Solving and Decision Making: Strong analytical skills to resolve customer issues and make informed decisions quickly.
Aviation Sales Manager Job Vacancies at Puma Energy Tanzania
COMPETENCIES :
- Client-Focused Approach: Prioritizing customer needs and ensuring satisfaction to build long-term relationships and repeat business.
- Strategic Thinking: Ability to create and implement sales strategies aligned with the company’s objectives and market dynamics.
- Adaptability: Flexibility to adapt to changing market conditions, client needs, and technological advancements.
- Collaboration: Strong team player with the ability to work cross-functionally with marketing, engineering, and operations departments.
- Financial Acumen: Understanding of financial principles such as budgeting, forecasting, and profitability analysis.
- Regulatory Compliance: Knowledge of aviation regulations, including safety standards and environmental policies, ensuring all sales comply with legal requirements.
- Goal-Oriented: Focused on achieving sales targets and driving revenue growth through strategic initiatives.
EDUCATION:
- Appropriate Degree/Diploma in sales / business management or administration and 10+ 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
- Bachelor’s Degree in Business Administration, Marketing, or Aviation Management: Typically required, with a focus on sales or aviation-related courses being advantageous.
KEY RELATIONSHIPS AND DEPARTMENT OVERVIEW:
Internal –Business Support Manager & Team, Pricing/Costing Analyst, Sales Managers, Credit & Collection Supervisor, Reporting& Controls, Supply, Operations Teams especially Aviation Operations Manager
External –Aviation Clients, Airport Authorities and other stakeholders