Job Summary
The Senior Commercial Manager – Refinery Sales is responsible for maximizing revenue, optimizing product offtake, and managing key customer and market relationships for refined petroleum products. The role ensures effective execution of sales strategies, pricing discipline, contract management, and alignment between refinery operations and market demand.
This role is critical to ensuring that refinery output is profitably placed in the market, cash flows are optimized, and commercial operations effectively support the refinery’s ramp-up and long term performance.
Key Duties and Responsibilities
Sales Strategy & Market Execution
- Develop and execute refinery product sales strategies for PMS, AGO, ATK, LPG, and other refined products.
- Drive domestic and export sales to ensure optimal utilization of refinery capacity.
- Monitor market trends, pricing benchmarks, and competitive dynamics to inform sales decisions.
- Support development of medium- and long-term commercial plans aligned with refinery ramp-up and growth targets.
Customer & Contract Management
- Manage relationships with key customers, marketers, distributors, and export counterparties.
- Lead commercial negotiations, including pricing structures, volumes, delivery terms, and credit terms.
- Oversee execution and compliance of sales contracts and offtake agreements.
- Resolve commercial disputes and manage customer performance issues proactively.
Pricing & Revenue Optimization
- Implement pricing strategies aligned with global benchmarks, local market conditions, and Group guidelines.
- Coordinate with Finance and Trading teams on pricing approvals and margin optimization.
- Monitor sales performance against revenue and margin targets.
Sales Operations & Coordination
- Work closely with Refinery Operations, Supply Chain, and Logistics to align production plans with sales commitments.
- Ensure timely product dispatch and minimize inventory build-up.
- Manage sales forecasting and demand planning processes.
Pricing & Revenue Optimization
- Implement pricing strategies aligned with global benchmarks, local market conditions, and Group guidelines.
- Coordinate with Finance and Trading teams on pricing approvals and margin optimization.
- Monitor sales performance against revenue and margin targets.
- Sales Operations & Coordination
- Work closely with Refinery Operations, Supply Chain, and Logistics to align production plans with sales commitments.
- Ensure timely product dispatch and minimize inventory build-up.
- Manage sales forecasting and demand planning processes.
Key Requirements
- Bachelor’s degree in Business, Economics, Engineering, or a related discipline.
- Master’s degree or MBA is an advantage.
- 15+ years of commercial experience in oil refining, downstream oil & gas, trading, or energy markets.
- Proven experience in refinery product sales, pricing, and contract negotiation.
- Strong understanding of domestic and export petroleum markets.
- Experience working in large, complex, operational environments
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