Function:

The Commercial Manager – Mining & Bunkering is responsible for driving profitable growth across Puma Energy's Mining, Marine, and Major Industrial customer segments.

The role is accountable for developing customer relationships, identifying growth opportunities, negotiating commercial agreements, and delivering sustainable revenue and margin growth across fuels, lubricants, and related energy solutions.

Working closely with operations, supply, finance, and regional teams, the Commercial Manager will ensure the delivery of customer-focused solutions while supporting the overall commercial strategy of the business.

This role is designed for a high-potential commercial professional with the capability to progress into broader commercial, supply, or business leadership roles.

KEY RESPONSIBILITIES:

Commercial Growth

• Develop and execute growth strategies for Mining, Marine, and Major Industrial customer segments.
• Identify new business opportunities and expand relationships within existing accounts.
• Deliver agreed volume, revenue, margin, and profitability targets.
• Maintain a robust sales pipeline and ensure effective opportunity management.

Key Account Management

• Build and maintain strong relationships with key customer stakeholders.
• Develop account plans that support customer retention, growth, and long-term partnerships.
• Conduct regular business reviews and identify opportunities to improve customer value and profitability.
• Serve as the primary commercial contact for strategic accounts.

Commercial Negotiation & Contract Management

• Lead negotiations for fuel, lubricants, and service agreements.
• Manage contract renewals, pricing reviews, and commercial terms.
• Ensure commercial risks are identified and managed appropriately.
• Support the development of competitive and sustainable customer value propositions.

Business Performance & Profitability

• Monitor customer and segment profitability and recommend actions to improve commercial performance.
• Work closely with supply and operations teams to optimise cost-to-serve and supply chain efficiency.
• Support annual budgeting, forecasting, and business planning processes.
• Provide market intelligence and competitor insights to support strategic decision-making.

Cross-Functional Leadership

• Collaborate with Operations, Supply, Finance, HSSE, and Customer Service teams to deliver customer commitments.
• Support continuous improvement initiatives that enhance customer experience and operational efficiency.
• Contribute to broader commercial and business projects as required.
• Mentor and support junior commercial team members where applicable.

Qualifications & Experience

Education

• Bachelor’s degree in business, Engineering, Economics, Supply Chain, Commerce, or a related discipline.
• MBA or postgraduate qualification is advantageous.

Experience

• 5–10 years of experience in commercial, business development, account management, trading, supply, or related roles.
• Experience managing large corporate, industrial, mining, marine, or energy customers.
• Demonstrated success in commercial negotiations and business development.
• Experience working in complex operational environments is preferred.
• Exposure to fuels, lubricants, logistics, supply chain, mining, marine, or industrial sectors is advantageous.

Skills & Competencies

• Strong commercial acumen and business judgement.
• Excellent negotiation and relationship management skills.
• Strategic thinking with the ability to translate plans into execution.
• Strong analytical and financial skills.
• Ability to influence stakeholders across multiple functions.
• Effective communication and presentation skills.
• Results-oriented with a strong focus on accountability and ownership.
• Adaptability and willingness to work in a dynamic operating environment.

Key Relationships:

• Internal - Management, Sales Team, Business Support Management Team, Finance & Operations Teams
• External – Mining Companies, Shipping and Vessel Operators, Port Authorities, Industry Associations