VP Commercial & Business Development - Fuels

Location: UK or EU based. Global travel is required on a fairly regular basis. The position may be remotely based within EU countries.

Overview

The purpose of the role is to grow Fuels business line and contribute to the company’s strategic objectives by identifying/prospecting, developing, negotiating, and closing profitable business deals as well as providing aviation fuel business technical, operations and commercial expertise to the company’s teams, in Europe, MEAA and OCEA Regions where opportunities may arise and support is needed. Networking within aviation fuels industry and business acumen are considered essential for this role.

Responsibilities

• The primary focus of the VP Commercial & Business Development will be the development and successful execution of the Aviation Fuels business development strategy in line with corporate policies and procedures as well as giving support to the existing operations for contracts retaining and renewal.
• Prospect for and identify new opportunities for development in line with the Company’s strategy and objectives and ensure profitable growth.
• Develop, through market assessment analysis, benchmarking and networking, strong understanding of Aviation fuelling customer and market dynamics and requirements.
• Identify and manage business opportunities and tender processes to achieve expansion of the business within Europe, MEAA and OCEA Regions.
• Liaise with existing customers (Oil companies, airports, airlines) to maintain and retain existing contracts, renewing and extending the contracts expand contracts volumes and geographical extent, to achieve growth and profit.
• Liaise with potential new customers (Oil companies, airports, airlines) and partners to identify new business opportunities aiming growth of the Aviation Fuels business.
• Identify and manage contacts with potential stakeholders for new business opportunities, acquisitions, joint ventures and partnerships setting up.
• Build excellent relationships and promote Fuels services with all stakeholders within area of competence (Oil companies, airports, authorities, etc).
• Attend industry functions meetings and events/conferences, and provide feedback and information on market and trends.
• Lead negotiations with key customers and stakeholders in the best interest of the Company.
• Manage the submission and follow-up of tenders and proposals.
• Contribute to assess new business budget and costs and assess profitability through Company’s tools and processes.
• Supervise new business project management and timeline, coordinating team incl. task delegation and milestone tracking.
• Coordinate technical, operational, financial and legal parties as well as external stakeholders for tender processes.
• Engage customers through regular contacts and meetings, to enhance demand for Aviation fuelling services.
• Report and follow up relevant information with all internal and external stakeholders.
• Discuss with customers business models (cost-based or profit-based) in order to enhance and diversify the Aviation Fuels portfolio profitability.
• Review the business portfolio for business profit optimisation.
• Negotiate and agree contracts with customers to achieve versions ready for execution with the assistance of internal/external legal advice.
• Position the business as a leading provider of aviation fuelling services on airports in the area of competence.
• Keep abreast of competition, competitive issues, market trends and changes related to the aviation fuelling industry.
• Manage the Fuels Business Development team according to the teams’ objectives and responsibilities.
• Provide overall project management for ongoing projects.
• Provide support to the existing operations for contracts management and customers relationship.
• Provide technical, operational and commercial support to customers according to company’s services agreements.

Qualifications

• Knowledge of aviation fuels related operations, into-plane, fuel storage facilities and hydrant operations.
• Self-motivated & proactive attitude, innovative thinking, taking accountability for his/her own tasks and decisions, result driven and focused, flexible in management and negotiation styles.
• Networking in the aviation fuel industry and ability to analyse market potentials and identify potential opportunities, key stakeholders and decision makers, in both established and new markets.
• Knowledgeable in managing market analysis, gather and provide competitive information and integrate existing database timely and accurately.
• Knowledge of financial and cost analysis to support tender process and budgeting.
• Ability to autonomously execute and coordinate multiple projects in parallel.
• Knowledge to carry out business evaluations, financial modelling and investment analysis, in line with company’s processes and policies.
• Great skill to manage and work in team, assist colleagues and company’s upper management with workload where required.
• Project management skills and ability to delegate tasks and responsibilities within team.
• Great communication skills in multiple languages (high level of English is essential) with ability to convey message in a clear, effective and structured way, providing confidence during interactions with customers.
• Strategic thinking, derive tailor-made approaches and solutions to different projects.
• High skills in adapting his/her own negotiation style and to present in public.
• Research and build long-term and partnership relationships with customers.
• Ability to balance and prioritise business opportunities and projects.
• Skill to pitch projects through regular customer meetings and create demand for Menzies Aviation Fuels services.
• Ability to monitor the market and plan projects to ensure robust pipeline of short/long term opportunities.
• Talent for identification of new deals for new business or acquisitions.
• Understanding of contractual terms of legal documents like NDAs, MoU, commercial and M&A Agreements, SPAs, JV and Shareholders Agreements, Throughput contracts, etc.
• Computer expert in MS Office and skilled in delivering professional presentations.