Deputy Head of Commercial & Aviation
Position Circumstances
- Career Category: Exec. / Management, Sales / Marketing, Business Administration
- Schedule:Full-time
- Salary: Negotiable
Reporting Line: B2B Manager - Commercial & Aviation
Duties & Responsibilities:
- The Deputy Head of Commercial and Aviation is responsible for supporting the B2B manager – Commercial and Aviation in leading the B2B and aviation business, ensuring profitable growth, commercial discipline, operational reliability, and full compliance with company standards and applicable regulations.
- Know, respect, and ensure compliance with the Company's Code of Conduct, HSE rules, internal control requirements, and all applicable legal and regulatory obligations.
- Act as the second-in-command to the B2B manager – Commercial and Aviation and assume delegated authority or leadership responsibilities in his/her absence, ensuring continuity of decision-making and business operations.
- Contribute to the definition and execution of the commercial strategy for B2B and aviation segments, translating business objectives into actionable sales plans, customer priorities, and performance targets.
- Lead, coordinate, and challenge the sales team on target achievement, pipeline development, customer retention, prospect conversion, and account profitability.
- Manage key customer relationships, strategic negotiations, tenders, pricing proposals, and commercial agreements to strengthen market position and secure sustainable business growth.
- Monitor sales performance, margins, credit exposure, overdue receivables, and market trends; identify risks and opportunities and recommend timely corrective actions.
- Work closely with operations, supply, finance, legal, HSE, and other support functions to ensure reliable customer service, contract execution, service quality, and effective issue resolution.
- Support aviation business development by ensuring high service standards, operational coordination, and compliance with aviation-specific safety, quality, and regulatory requirements.
- Drive commercial governance through accurate forecasting, regular performance reviews, business reporting, and disciplined follow-up of action plans.
- Develop team capability through coaching, performance management, succession planning, and foster a collaborative, customer-focused, and results-oriented culture.
Expected Profile of Candidates
Qualifications:
- Master's Degree
Work History:
- Commercial, B2B sales, aviation, energy, or related business environments for 8 years as a minimum
- Including in team leadership, customer negotiations, and business performance management for 7 years
Skills & Knowledge:
General & Technical Skills
- Commercial strategy, key account management, tender and contract negotiation, pricing and margin management, forecasting, market and competitor analysis, credit risk management, business performance monitoring, and team leadership.
- Knowledge: Strong knowledge of B2B sales management, aviation commercial activities, fuel or energy-related business practices, customer contract management, local market dynamics, regulatory and compliance requirements, safety and environmental standards, and cross-functional business operations.
- Language: English: fluent in speaking and writing. Khmer and Chinese (Optional)
Soft Skills
- Visionary to develop the B2B business in a rapidly growing, dynamic ever-changing environment
- Adaptability to work in a complex business environment and social culture
- Self-driven to carry on structural and sustainable performance improvement initiatives
- Interpersonal skills to work with a diverse range of partners, in terms of experience, ability, interests and cultural background
- Collective player to enhance team engagement and drive collective success
