Sales Manager

Gaia Resourcing have partnered with an exciting Jet Fuel Producer/Manufacturer Supplier and are currently searching for a Regional Sales Manager. Based in London (4 days/week in office required), we are searching for someone who is keen to work for an extremely well-funded organisation in the SAF sector.

Full Job Description Salary Guide available on request.

You must have the right to work in the UK.

Job Purpose

The primary purpose of this role is to manage and develop an assigned customer portfolio by negotiating and maintaining jet fuel supply agreements directly with airline customers. The role supports the delivery of a sustainable, diverse, and profitable customer base across the company’s airport network while maximizing volume and revenue performance in line with business objectives.

The successful candidate will build a deep understanding of customer requirements at both corporate and individual stakeholder levels, identify growth opportunities, and provide regular performance feedback against agreed targets. The role also requires a strong understanding of Sustainable Aviation Fuel (SAF), including market developments, regulatory requirements, pricing mechanisms, and customer demand.

Key Responsibilities

• Develop and maintain strong, long-term relationships with existing, prospective, and strategic customers to secure contract renewals and new business opportunities.
• Maximize profitability and volume performance across an assigned portfolio of airports while operating within agreed commercial strategies and budget parameters.
• Negotiate commercial agreements and annual fuel tenders to achieve optimal business outcomes.
• Work collaboratively with the Credit Department to minimize credit exposure and ensure customer compliance with contractual payment terms and conditions.
• Monitor market developments and identify opportunities to attract new customers and enhance airport-specific growth strategies.
• Manage assigned airport portfolios within agreed volume constraints while optimizing revenue returns.
• Develop and maintain an understanding of airport supply chain logistics and operational considerations.
• Support management in delivering long-term commercial objectives and customer retention strategies.
• Maintain knowledge of Sustainable Aviation Fuel (SAF) developments, legislation, supply requirements, pricing trends, and future market opportunities.

Key Activities and Deliverables

• Act as the primary commercial contact for assigned customers and represent the company at relevant industry events and conferences.
• Evaluate customer tenders and determine appropriate commercial strategies during annual tender processes.
• Prepare and issue pricing quotations for airlines operating at assigned airports.
• Produce accurate monthly sales forecasts to support supply planning and operational decision-making.
• Maintain and update internal systems with customer-specific data, contracts, fees, taxes, and tender information.
• Participate in business improvement initiatives, including CRM, SAP, and other technology enhancement projects.
• Maintain accurate and up-to-date information within SharePoint and other company databases.
• Prepare ad hoc reports and commercial analysis as required by management.

Scope and Dimensions

• Responsible for a customer portfolio valued at approximately $1.5 billion based on fuel throughput, with approximately $40 million in commercial add-on revenue.
• Accountable for managing airport fuel volumes exceeding 400 million US gallons annually.
• Responsible for monitoring customer credit exposure ranging from several million dollars to in excess of $100 million.

Key Relationships

Internal

• Sales and Marketing Director (Reporting Line)
• Supply Department
• Operations Department
• Credit Department
• Billing and Finance Teams
• Other cross-functional business units

External

• Airline customers
• Airport operators
• Industry stakeholders and suppliers
• Industry associations and conference representatives