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Aviation Business Development Manager
Shell & Turcas Petrol A.Ş

İstanbul(Avr.)

İş Yerinde

Job Type

Full-Time

Position Level

Medium Level Manager

Department

Operations

Application Count

992 application

Job Type

Full-Time

Position Level

Medium Level Manager

Application Count

992 application

Department

Operations

QUALIFICATIONS AND JOB DESCRIPTION

Commercially experienced with both external negotiation experience and demonstration of internal experience driving profitable outcomes

Strong stakeholder management cross business and cross functions

Demonstrated ability to deliver through others

Basic project management skills

Preferably understanding of supply chain

İŞ TANIMI

The purpose of this role is to drive location level profitability of each airport within the portfolio, working closely with stakeholders to address operating costs, customer profitability and supply costs.

The role is required to develop, own and deliver airport profitability road maps working closely with colleagues in Aviation (Sales and Operations in particular) and colleagues in Supply and Distribution.

The Business Development & Location Owner has 3 key areas of responsibilities.

Location profitability:

- Primary responsibility for managing the P&L of the airport locations in the geographical scope and for delivering the long term profitability targets for each location. This will include:
o Developing annual plans by airport focused on profitability and cash generation
o Assessing customer, operational and supply opportunities to improve profitability, taking into account competitor risks, supply landscape and customer needs
o Set forward looking KPIs to monitor delivery against location plan
o Ensure delivery of the plan for each airport – delivering through others in the local team including sales, operations, finance and be accountable for any deviations to plan required due to market or competitive changes.
o Having a close relationship with the key locations within the geographical scope which will include building relationships with airport authorities, airport visits, customer visits, and supporting customer tender analysis (deal evaluation).
o Maintain update and share latest cost basis for deals in a timely way with sales organisation
- This role directly owns the supply interface and the supply cost optimization and implementation for the defined geography. This includes:
o Owning the interface into local Trading and Supply (T&S) products
o Providing benchmarked data for market price analysis
o Ensuring market prices are regularly checked and updated in line with Oil Market Products team guidelines
o Identifying lowest cost supply source, challenging supply logistics costs with T&S Products, supporting pan EU exchange deals and optimizing end-to-end with colleagues from Supply and Trading
o Supporting T&S investments as required

Other
- Supports the sales teams with significant deals analysis and recommendations
- Works with the sales managers on pricing levels within a location, however the pricing decisions remain with the sales managers
- Develop country competitive reviews and deep country Aviation knowledge

Business development
- External focus – connected to the market on changes in airports eg
o New airport openings or tenders for new concession owners
o Competitor concessions ending
o Significant volume changes
- Investments/Divestments
o Point of contact for team colleagues for any local opportunities to either invest or divest in airports
o Develop PCN/GIP/GDP with local team and with support from Business Development (BD) Project & Portfolio function and finance and own the supply input to the above decisions.
o Work with BD Project & Portfolio function to ensure excellent stakeholder communications, good project management and on time well managed sign offs.
o Ensure location plans are aligned with investment and divestment planning