JOB DESCRIPTION Job Title :Sales & Business Development Analys-Mandarin Speaking Location : Sydney, Australia Department : Commercial Reports to (role): Country Manager Australia (Functional reporting line to Sales & Marketing Director) JOB PURPOSE To optimize the profitability of sales to airlines from Q8’s airport refuelling operations in Australia (currently MEL &SYD) and Hong Kong. Maintain (and increase where appropriate) global profitability to Q8 of assigned customer base, responding to tenders and negotiating jet fuel contracts directly. Assigned customer base to include airlines based in Australia (incl. Qantas), New Zealand, Hong Kong, China and Taiwan. Develop strong key account relationships between Q8 and key accounts within the portfolio (incl QF and CX), including a relationship/sales visit plan, customer needs analysis, and regularly review of Q8’s operational and commercial performance with these accounts. With Country Manager Australia, lead a pipeline of projects to develop Q8’s airport network in Australia, including liaison with potential business partners, producing economic business case for any required investments, and project management of Q8 colleagues based in the UK for the approval and execution of necessary activities. To provide regular feedback on the actual progress versus goals including proposng remedial action where needed. Understanding of Sustainable Aviation Fuels in the UK & Europe as well as AsiaPac region – requirements, legislation, pricing & future developments for supplier and customer. KEY ACCOUNTABILITIES AND RESPONSIBILITIES Sales: Develop and execute pricing, volume and target customer strategy to maximise the long term profitability in the airports in scope (SYD, MEL, HKG currently). Build solid and trusting relationships with existing, new and potential clients to ensure positive outcomes from contract renewals/gains to maximize and balance both volume and revenue returns. Respond to airline tenders (RFPs, Requests for proposals) within parameters and deadlines, liasing with UK & European colleagues for offshore airports Work at all times to reduce the amount of credit extended in line with strategy. Work closely with Credit Dept. to ensure customers operate within the agreed terms and conditions of the contract. Remain alert to the development of new customers to aid in the optimization of the company's strategy at each airport. Maintain & update volume forecasts for airports in scope in a timely manner. Develop understanding of supply chain logistics for airport portfolio Business Development: Maintain a pipeline of airport entry projects including key options/partnerships necessary to remove obstacles to entry and with Country Manager, work to establish feasible and economic plans to develop competitive supply chains to enter target locations. When New Airport Entry projects are approved, support Country Manager in project management, developing a plan and leading a virtual cross-functional team of colleagues (primarily based in UK) to achieve the necessary steps to enter, following Business Development processes accordingly. Supply/Logistics: Develop understanding of Australia logistics and supply processes and systems, in order to be able to provide cover for colleagues in country as required during vacation, absence, illness or travel. ACTIVITIES AND OUTPUTS Act as the company representative for assigned customers; attend occasional industry conferences Determine appropriate courses of action on customer tenders & negotiate with assigned customers during annual tender process Act as gatekeeper for assigned airports, preparing price quotes for airlines at assigned airports Prepare monthly sales forecasts for assigned airports for Supply Dept Update internal systems with customer tenders/customer specific fees/taxes/data etc Participate in relevant IT & other enhancement projects such as SAP & CRM Post agreed data on SharePoint and keep SharePoint data current and clean Provide Ad hoc reports for Department Manager as required Work with Q8 legal counsel to negotiate and complete Aviation Fuel Sales Agreements with portfolio of airlines. 4.DIMENSIONS OF ROLE Assigned portfolio: P&L contribution approx 4$mln/yr Assigned airport volume: 1000 mln m3/year Credit Limit Exposure approximately: $5OM - $100M 5. INTERACTS WITH Reports to Australia Country Manager on a day-to-day basis. Reports to Sales and Marketing Director on Sales/Customer matters including approval under Q8 authorities manual for contract, pricing and volume decisions. Interact with all divisions within KPIAC – Supply, Operations, Credit, Billing, Business Development Customers, Logistics Contractors and Airports Authorities. 6. COMPETENCIES AND QUALIFICATIONS REQUIRED Languages: Fluency in English, Mandarin and Cantonese is essential. Experience in Oil Products sector an advantage. Experience in Project Management, for instance Prince2, and/or leading multi-disciplinary virtual teams would be an advantage. Strong analytical skills and numeracy essential. Basic understanding of the Energy Transition & Low Carbon Fuels sector Experience of developing Key Account Management relationships including developing account plans & Sales/Contact Plans & regularly reviews delivery with team. Acts as trusted advisor to customers. Leverages customer account plans to drive internal collaboration Selling & Negotiation – ability to Independently lead conversations with the most complex customers, manage complex negotiations Educational Qualifications (essential or preferred) Education to degree level or equivalent experience. Numerate, commercial, personable and results focused. Must be able to work independently without constant reference to supervisor. How to Apply / Contact If you are interested in this opportunity, please submit your resume. For a confidential discussion about this role, please email: Contact Person: Edmund Email: edmund.wong@brilliantalent.com.au
