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Aviation Account Manager
About the position
The Aviation Account Manager is responsible for developing and maintaining customer relationships for the sale of branded and unbranded fuels to regional and national accounts. The role is office-based in Spring, TX and will involve travel (typically 40-60% a month). The role involves interfacing externally with fuel buyers and internally with customer service, credit, pricing, and supply contacts. The individual will be the primary contact for customer interactions and will be expected to grow volume with existing relationships while also prospecting volume growth with new customers.
Responsibilities
- Assume overall responsibility for customer / territory portfolio: Sales management, Account management, Coordination with partners for supply, credit, payment terms, pricing and invoicing activities
- Act as focal point between customer and ExxonMobil
- Develop account strategies; deliver optimum brand and customer experience
- Optimize general interest and cross functional returns through interactions with value chain partners
- Develop and maintain strong business relationships with key customer and third party contacts
- Develop and maintain market awareness and understanding of supply, pricing, operations and logistics
- Execute territory strategies to improve customer portfolio based on risk - reward principles (focusing on high grading for maximum general interest)
- Ensure that the marketing offer elements are consistently applied
- Promote full and consistent execution of all plans and programs - support adoption of best practices
- Steward, adhere to and execute all management systems and standards (safety, controls, legal, etc.)
- Effectively use pipeline tracker to: Ensure pipeline opportunities are aligned with organization objectives, Manage applicable sales opportunities through the sales process, Identify new opportunities and maintain effective opportunity pipeline flow
- Work with internal partners to assess customer opportunities with a view to the general interest
- Contribute to projects and special initiatives as assigned
- Attend local / affiliate industry associations and key third party interactions (as required)
- Attend skills and competency development training
Requirements
- Bachelors in Engineering, Business, Finance, Management, Supply Chain, Marketing or equivalent degree
- Minimum 5 years sales experience – preferably within Aviation Fuels or Trading
- Willing to travel; flexible and adaptable to changing demands and priorities
- Demonstrated ability to handle multiple priorities and stakeholders
- High degree of systems skills – MS Suite, Tableau, Salesforce, etc and easily develops proficiency in new systems
- Strong analytical and interpersonal skills
Nice-to-haves
- Customer Relationship Management
- Business/Market Knowledge
- Teamwork
- Cultural Sensitivity & Diversity
- Personal Effectiveness
- Strong analytical and communication skills
- Commercial Selling Skills
- Able to manage regulatory bodies, media and other key external interfaces
- Revenue management and understanding of profitability drivers in business line
Benefits
- Pension Plan: Enrollment is automatic and at no cost to you. The basic benefit is a monthly annuity to be paid to you in retirement for the rest of your life.
- Savings Plan: You can contribute between 6% and 20% of your pay and are encouraged to enroll right away. If you contribute at least 6% to your savings plan, the Company will contribute a 7% match.
- Workplace Flexibility: We have several programs such as “Flex your Day”, providing ad-hoc flexibility around when and where you work, as well as longer-term programs such as leaves of absence and part-time work.
- Comprehensive medical, dental, and vision plans.
- Culture of Health: Programs and resources to support your wellbeing.
- Employee Health Advisory Program: Provides confidential professional counseling for you and your family, including tools and resources promoting mental health and resiliency at no additional cost to you.
- Disability Plan: Income replacement for when you cannot work due to illness or injury occurring on or off the job. Enrollment is automatic and at no cost to you.
