Main Purpose:
To achieve set commercial objectives; timely pricing updates and strategies, tender contracts, margin optimisation, forecasting, customer relationships, supply management support
To support tender processes; preparing of tender offers, involved with customer negotiations
To support tenders with supply; engage with supply team to remain competitive in pricing and reliability
To support customer relationships; engage with customers during tender processes, manage opportunity pursuit with commercial managers
To manage sales forecast; for all global regions, integrate tender outcomes with supply requirements
To support and manage pricing function; monthly / weekly price updates, offer preparations, yearly budget, internal sales communication
To support digitalization initiatives; identify opportunities, engage with development teams, support progress, testing, and improvements
To support marketing and business development; segment customers, develop value propositions and commercial messages
To manage talent; build encouraging working climate, facilitate on-boarding of new talent, develop training, support coaching outcomes
Knowledge Skills and Abilities, Key Responsibilities:
Pricing Strategy & Execution for the defined area:
Design and drive implementation of pricing strategies to support common and unique business situations for tenders Develop pricing models to ensure competitive pricing while maximizing margin and volume at regional and customer segment level Analyze and recommend payment currency per location based on FX exposure/risk Track customer volume performance, explore ways to increase pricing and/or roll over contracts Follow market price and supply evolution to ensure competitiveness and identify trends Perform detailed business and market analysis, create supply maps, cost curves to assess market position and enable strategy planning In detail understanding of P1/P2 pricing mechanism, proactively identifying any exposure between P1 and P2 and putting in place measures to mitigate these risks
Tender Management & Commercial Strategy:
Profile and segment customers, to accelerate sales and profit growth. Engage with customers and key stakeholders to qualify sales opportunities, conduct account planning and customer tenders. Manage and support all aviation tenders in the region timeously and accurately Represent the commercial team at various forums and meetings as needed Conduct variance analysis / business reviews per customer, compare to budget and suggest corrective action where appropriate. Clearly identify opportunities for increased margin management and customer portfolio upgrading and advise the respective Sales teams Support commercial operations; forecast sales, sales budgets, facilitate sales process including the know your counterparty (KYC) and contracting process and enforce legal compliance. Participate in developing of sales strategies and new business models and ensure all business models are up-to-date and effectively managed Develop new business opportunities in the aviation segment Facilitate collection and reporting of market intelligence, competitor activities, pricing strategies etc
Supply process support for defined area:
Support the supply process with demand planning, forecasting and variance analysis for Jet and Avgas and communication to operations, commercial and financial stakeholders Provide periodic reporting on sales evolution, trends, supply price accuracy Engage with the relevant supply teams to optimize supply costs and premiums, recording and storing the final recaps from supply team, track demurrage, track hedge PnL Understand and track exposure risk via Exposure Risk Matrix Supply chain mapping and costing (transfer price monitoring) including competitive positioning Represent aviation with the relevant supply teams to support supply calls, monitor SPR’s to support raising of flags and supply crisis calls
People:
To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates 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, including asset management, for the Aviation Segment
Context and Environment
Managing Aviation pricing, tenders, strategy and supply supprt in a competitive 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 choiceTension in achieving an effective balance between marketing and profitability for Puma Energy South Africa 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.
Requirements:
Appropriate degree in sales / business management / an analytical background / engineering; and 3+ years 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 South Africa, and trends in the related market sectors targeted by Puma Energy South Africa Good knowledge and application of Puma Energy Compliance requirements, Policies and Procedures, and relevant Petroleum Industry legislative and regulatory framework would be advantageous
Key Relationships and Department Overview:
Internal – Global Commercial Team, Pricing Team in Mumbai, Commercial Managers, Finance Manager, General Managers etc.
External – External Auditors, Clients, etc.
