Sales Manager: Aviation And Specialities at Total

Job description

To ensure constant adherence and compliance to company HSEQ and security standards, local bylaws, standards and legislation ( including cross border tax and duty requirements ) so as to minimise all risk pertaining to company assets and protection of life

Aviation Sales

• To present tenders and defend same in pannel discussions, negotiate supply agreements and contracts with Aviation customers.
• To collect and report market intelligence, competitor activities, pricing strategies, etc.
• To continuously improve profitablity of sales, per channel , and to manage the level of gross margin after variable expense (GMVC).
• To manage all the International Airline accounts based in South Africa.
• To capture and analyze costs per airport and per customer - monthly.
• To manage stock at all Aviation storage locations.
• To monitor cash customer accounts (with Finance) - daily
• Preparing MDVAs for new accounts and credit limit reviews – ad hoc and monthly.
• To attend to ATI ad hoc fuel requests and ensure that all required information is in place to ensure timely refueling - daily.
• Prepare prices and ensure that they are correctly loaded onto TLH (SAP) - monthly.
• To timely communicate contract renewals / non-renewals to airports for accurate allocation of sales – ad hoc.
• To nurture, maintain and manage good business relationships with customers and stakeholders, especially Air Total International .
• To provide volume and margin input into annual budget and long term plans.
• Other Speciality Products (Bitumen, LCO, LSR, Sulphur and Propane) sales:
• To market & sell products to customers as per budgets.
• To negotiate sales agreements with local customers.
• Develop new markets for new speciality products and enhanced bitumen.
• To nurture, maintain and manage good business relationships with customers and stakeholders.
• To provide volume and margin input into annual budget and long term plans.
• Administration And Support
• To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers and Group Companies.
• To manage customer credit (resolve errors, perform reconciliation), and ensure customer pay within agreed terms.
• To conduct variance analysis / business reviews per channel per customer to budget, and take corrective action where appropriate.
• To prepare demand forecasts for jet, avgas and drums and ensure continued improvement in the accuracy of sales forecasting.
• To effectively manage contracts and administration
• To give input on annual budgeting process.
• To ensure that all costing associated with customers are accounted for and recoveries (e.g. transport, product returns, maintenance costs, etc.) are collected.
• To coordinate implementation of advertising and marketing activities.
• To perform SACAA levy reconciliations quarterly

Candidate profile

• Availability on a 24/7 basis for fuel releases at Airports.
• Understanding and managing various supply chain complexities and the impact thereof to determine and manage growth strategies
• Understand the costing and pricing elements and environment within the aviation sector to grow margin within this business.
• This business portfolio is highly demanding, with the jobholder being expected to know various products, their pricing, applications and markets.
• The jobholder is responsible for the overall profitable marketing and sales of Jet Fuel, Bitumen, LCO, LSR, Sulphur, Propane and other Natref products in local markets and affiliates for ensuring that trading business principles are understood and applied.
• Appropriate degree and/or 3 years experience gained in Aviation and/or Specialities marketing or comparable business environment.
• Appropriate knowledge of the products and their potential applications in the industry.
• Applied sales management, negotiation and conflict resolution skills.
• Knowledge and application of TSA code of conduct and ethics.
• Knowledge and application of TSA policies and procedures