Context & Environment
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Activities
The Deputy Head of Commercial and Aviation Responsibility:
The Deputy Head of Commercial and Aviation is responsible for supporting the B2B Director – 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 Director – 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.
Candidate Profile
Education Background: Master’s or equivalent level
Technical skills required: 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.
Soft skills required:
- 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
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)
Level of experience: At least 8 years of relevant experience in commercial, B2B sales, aviation, energy, or related business environments, including several years in team leadership, customer negotiations, and business performance management.
Domain: Strategy, Business & Economics
Type of contract: Regular position
Experience: Minimum 6 years
Employer company: TotalEnergies Marketing (Cambodia) Co., Ltd.