Deputy Head of Commercial and Aviation

Vista previa de la oferta

Deputy Head of Commercial and Aviation

senior · Sales & Business Development

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.

Additional Information

Domain: Strategy Economics Business

Type of contract: Regular position

Experience: Minimum 6 years

Employer company: TotalEnergies Marketing (Cambodia) Co., Ltd.