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 the 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
* Develop and execute the Aviation Fuels business development strategy in line with corporate policies and procedures.
* Prospect for and identify new opportunities for development in line with the Company's strategy and objectives and ensure profitable growth.
* Develop a strong understanding of aviation fuelling customer and market dynamics through market assessment, analysis, benchmarking, and networking.
* 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, renew and extend contracts, expand contract volumes and geographical extent to achieve growth and profit.
* Liaise with potential new customers and partners to identify new business opportunities aiming growth of the Aviation Fuels business.
* Build excellent relationships and promote Fuels services with all stakeholders within area of competence.
* Attend industry functions, meetings and conferences to 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 assessing new business budgets, costs and profitability through the Company's tools and processes.
* Supervise new business project management, coordinating the team, 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 business models with customers to enhance and diversify the Aviation Fuels portfolio profitability.
* Review the business portfolio for profit optimisation.
* Negotiate and agree contracts with customers with the assistance of internal/external legal advice.
* Position the business as a leading provider of aviation fuelling services at airports in the area of competence.
* Keep abreast of competition, market trends and changes related to the aviation fuelling industry.
* Manage the Fuels Business Development team according to the team's objectives and responsibilities.
* Provide overall project management for ongoing projects.
* Provide support to the existing operations for contract management and customer relationships.
* Provide technical, operational and commercial support to customers according to company's services agreements.
Qualifications and Experience
* Knowledge of aviation fuels related operations (in‑plane, fuel storage facilities and hydrant operations).
* Self‑motivated, proactive, result‑driven, flexible in management and negotiation styles.
* Networking in the aviation fuel industry with ability to analyse market potentials and identify opportunities.
* Knowledgeable in managing market analysis, gathering competitive information and integrating existing database accurately.
* Knowledge of financial and cost analysis to support tender process and budgeting.
* Ability to autonomously execute and coordinate multiple projects in parallel.
* Skills in business evaluations, financial modelling and investment analysis in line with company's processes and policies.
* Great teamwork and ability to assist colleagues and upper management with workload where required.
* Project management skills with ability to delegate tasks and responsibilities within team.
* Excellent communication skills in multiple languages (high level of English essential).
* Strategic thinking with a tailor‑made approach to different projects.
* High skills in adapting negotiation style and presenting in public.
* Research and build long‑term 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 identifying new deals for new business or acquisitions.
* Understanding of contractual terms of legal documents such as NDAs, MoUs, commercial & M&A agreements, SPAs, JV and Shareholder Agreements, throughput contracts.
* Computer expert in MS Office and skilled in delivering professional presentations.
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