Main Purpose:

Function:
Responsible for establishing significant relationships with local industry stakeholders to convert business opportunities into sales. Sense of urgency to deliver volume, margin, cost, EBITDA targets per quarter, and return of investments.

Responsible for contributing to the development of business-to-business segment (clean product and fuel oil). Learning the intricacies of each of the customers in order to supply fuel reliably, this includes the delivery location, the size of the receiving tanks, etc.

Aids in the overall performance of the company through timely strategic information gathering, analysis and distribution for effective decision-making, implementation of development strategies and action plans. Provide critical decision-making support by integrating the indicators of Puma Caribe in the areas of Supply, Inventories, Pricing, Planning, Transportation, Sales, Finance, OPS, and Business Support.

Knowledge Skills and Abilities, Key Responsibilities:

• Key Responsibilities:

  1- Management of current commercial customers and new clients.

• Improve Fuel volume, profitability, and performance of the business unit by recruiting customers and signing important alliances with key customers in all segments. Identify new business lines and execute sales with all majors.
• Onboarding process for new customers: KYC approval, account creation in Kissflow, credit approval, energy portal access, payment configuration.

• 2- Manage activities, develop and execute business plans related to the company’s Business to Business, in order to achieve the overall key objectives of the country's business development. Manage same-day orders for B2B customers and coordinate with scheduling to complete on-time delivery. Continuous communication with the scheduling team to guarantee all system-placed orders are included in next day delivery schedule within their delivery times.

  3- Spot price negotiation for price-sensitive customers. Sustain a good commercial relationship with these customers to keep them as part of our portfolio.

• Negotiation of Pricing formulas with customers and management, to guarantee volume for a specific period to comply with nomination / budget / forecast.
• Fixed Price negotiations with key customers for different terms.
  • Price approval including econs to maximize profit; contract redaction and signature; secure deposit payment that guarantees the hedges made by the company.
  • Monthly follow up on purchased product and correct application of deposits to invoice appointments.
• Follow-up of competitors and Puma pricing

• 4- Conduct field visits with the customer and the prospective customers’ key management team.

  Lead the development, analysis, and implementation/improvement of current Business-to-business oriented processes and company activities (internal training, price management, etc).

  Support (in analysis and strategy) of new capital projects to secure long term volume.

  5- Prepare business proposals for new business opportunities (current and new customers).

  Analysis and negotiation of Government Business Proposals.Assure all documents are completed, meetings attended, and proposal submission is done within project deadlines.

• 6- Collaborate with the Credit & Collections to reduce the overdue balance for B2B customers. Weekly participation in the PR Credit Committee to present action plans for current aging.

• 7- Provide pricing quotes for Lubricants to current segment customers.

  Coordinate with lubricants distributor (Luis Garratón), on-hand product inventory and order deliveries.

  Requirements:

  Experience:

• Undergraduate University degree in Business Administration, Engineering, Economics, International Business or other related field that would provide a strong background is required.

• Skills:
• High level of proficiency in the use of existing software packages (PowerPoint, Excel, Microsoft Word, etc).
• Ability to effectively interface with management at all levels and as well as contacts outside the organization.
• Bilingual: English and Spanish.
• Knowledge of the Energy industry in Puerto Rico (preferred)

• Competencies:

• Excellent analytical, decision-making, organizational, creative problem-solving, verbal, and written skills.
• Confident, organized, self-starting personality with the ability to understand and clearly communicate a wide range of business development and marketing initiatives.
• Ability to maintain an objective, rational perspective while providing a logical, pragmatic, and factual approach to problem solving.
• Management skills with the ability to multi-task and balance short-term deadlines against long-term goals.
• Ability to work with multiple people in a persistent, tactful, and enthusiastic manner.
• Strategic vision of the business.
• Strong work ethics.
• Excellent marketing skills.
• Able to work on multiple projects concurrently.
• Goal Oriented

Key Relationships and Department Overview:

Key Relationships:

• Internal – Leadership Team, B2B Team, Chairman, Pricing, Administration Manager, Finance Manager, etc.
• External – Key accounts, prospects, resellers and distributors, external auditors, clients, etc.