Senior Commercial Manager – Oil & Gas at Dangote

Job Description

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.