Vp Commercial And Business Development

Overview

People. Passion. Pride. This is what has driven our teams since 1833.

Since that time, we have developed to become a critical partner in the global aviation industry, delivering time-critical logistics services at 200 locations in over 37 countries, across six continents. But at the heart of our business is our people. If you are seeking a role with opportunities to learn and develop, this could be the beginning of an exciting journey.

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 European Union, Middle East, Asia and Oceania and Latin America, as well as any other country where opportunities may arise and support is needed (US and Canada excluded).

Networking within aviation fuels industry and business acumen are considered essential for this role.

Candidate requirements

The primary focus of the VP Commercial & Business Development will be the development and successful execution of Menzies 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. This includes:

• Prospect for and identify new opportunities for development in line with the company's strategy and objectives and ensure profitability growth;
• Develop strong understanding of customer and aviation fuelling market dynamics and requirements;
• Identify and manage tender processes to achieve expansion of Menzies Aviation Fuels business within UK and other areas of competence.
• Liaise with existing customers (Oil companies, airports, airlines) to maintain and retain existing contracts, renewing and extending the contracts to achieve growth and profit.
• Liaise with potential new customers (Oil companies, airports, airlines) and partners for the discussion of new business opportunities aiming growth of Menzies 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 Menzies services with all stakeholders within assigned region (oil companies, airports, authorities, etc).
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and trends.
• Lead negotiations with key stakeholders in the best interest of the company
• Manage the submission and follow-up of tenders and proposals
• Contribute to optimize project budgets and costs
• Supervise tenders and projects timeline and team incl. task delegation and milestone tracking
• Coordinate technical, operational, legal parties as well as external stakeholders for tender process
• 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 diversify Menzies Aviation Fuels portfolio e profitability.
• Review Menzies Aviation business portfolio for business profit otpimisation.
• Negotiate and agree with counterparties on company-conform versions ready for execution with the assistance of internal/external legal advice
• Position Menzies as a leading provider of aviation fuel services on airports in the assigned region;
• Keep abreast of competition, competitive issues, and products related to the aviation fuelling sector;
• Manage Menzies Aviation 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 customers relationship.
• Provide technical, operational and commercial support to customers according to company's services agreements.

Safety, Security and Compliance

As part of Menzies, the role shall have a responsibility and duty whilst at work to:

• Take reasonable care for the health and safety of him/her-self and of others who may be affected by his/her actions or omissions or decisions whilst at work.
• Co-operate with the line Manager to allow to perform or comply with any legal requirements imposed on the company.
• Not intentionally or recklessly interfere with or misuse anything provided by the company in the interests of health, safety, or welfare reasons.
• Inform the reporting manager of any work situation, equipment or activity that represents a serious or immediate danger to health and safety.
• Report any hazards, near misses, incidents, accidents, or dangerous occurrences to the line Manager.
• Carry out work in accordance with information and training provided and any specific workplace health and safety rules or procedures.
• Fully understand the company health and safety policy.
• Attend training courses as may be arranged by the Company.
• Engage with MORSE and follow Menzies core principles.

Qualifications and Experience

• 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
• Ability to analyse market potentials and identify potential opportunities, key stakeholders and decision makers, in both established and new markets
• Knowledgeable in conducting market research, gather and provide competitive information and integrate timely and accurately into the company's shared database
• Strategic thinking, derive tailor-made approaches and solutions to different projects
• Ability to autonomously execute and coordinate multiple projects in parallel
• Great skill to manage and work in teams, assist colleagues and company's upper management with workload where required; Identification and handing over of projects to colleagues outside own core markets and ability to delegate tasks and responsibilities within team
• Great communication skills, with ability to convey message in a clear, effective and structured way, providing confidence during interactions to motivate colleagues and stakeholders
• High skills in adapting his/her own negotiation style and in presenting in public
• Research and build long-term relationships with customers, business partners and key players
• Ability to balance available choices and agree on trade-offs
• Ability to pitch projects during 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
• Knowledge to support business evaluations, financial modelling and investment calculations in line with company's policies
• Able to identify and deal with start-ups of new business
• Knowledge of contractual terms and documents like NDAs, Consortium Agreements, Heads of Terms, Shareholders Agreements, MoUs & Articles of Association, throughput contracts, etc.
• Computer expert in MS Office and skilled in delivering professional presentations

Diversity

Menzies Aviation are a committed equal opportunity employer and encourage applications for suitably qualified and eligible applicants regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, pregnancy, and maternity. We strive to create an inclusive working environment, where the different knowledge, perspectives, experiences, and approaches of our global workforce are represented. Where everyone feels valued and can reach their full potential.

Please be aware that as part of our recruitment process, we may look to use a variety of resourcing tools to help us understand your skills and experience in relation to the role. Please feel free to contact to recruiter below, if there are any reasonable adjustments to our process that you would like us to consider.

As part of our recruitment process, we will always consider how candidates fit with our values which you can learn more about here.

Application instructions

Please click apply now. The closing date for submissions is 15/12/2022.