Director, Aviation SAF Sales

Phillips 66 & YOU - Together we can fuel the future

Providing energy and improving lives is at the heart of everything we do at Phillips 66.  The energy landscape continues to evolve, and we recognize the challenge and opportunity to meet the world’s lower-carbon energy needs, as well as the need for traditional fuels.  Guided by our pillars of Environmental Stewardship, Social Responsibility, Governance, Operational Excellence and Financial Performance — we focus on continual improvements that keep our assets and communities strong as we work to meet the world’s changing energy needs.

We are committed to delivering affordable, reliable energy and investing in high-return projects that reduce emissions intensity, strengthen asset reliability and provide growth opportunities.  Phillips 66 is a world-scale producer of renewable fuels, including Renewable Diesel and Sustainable Aviation Fuel (SAF), with lower life-cycle GHG emissions than conventional fuels.  With a rich history of aviation innovation — spanning breakthroughs like 100-octane avgas for military use in WWII and anti-icing additives for traditional fuels — Phillips 66 is now leading advancements in renewable fuels development.

About the Role

The Director, Aviation SAF Sales will lead sales initiatives to promote and sell sustainable aviation fuel (SAF) and related environmental attributes to corporate customers.  This role will advance the adoption of SAF, highlighting its benefits in reducing carbon emissions and supporting customer and corporate sustainability goals.  The Director, Aviation SAF Sales will utilize their expertise to forge strong relationships with key stakeholders, educate them on the environmental attributes of SAF, and position Phillips 66 as a leader in SAF solutions.  This position will be responsible for delivering extraordinary results in terms of optimum earnings and customer satisfaction, as well as ensuring that maximum general interest is prioritized across the Aviation channels of trade.

Responsibilities May Include

Sales Strategy Development: Develop and execute strategic sales plans to drive SAF adoption, focusing on high-value B2B customers. Identify and target key market segments and potential customers who prioritize sustainability.

Client Relationship Management: Build and sustain value-based, strategic relationships with key customers by understanding their sustainability goals and aligning SAF solutions to meet their short- and long-term goals.

Sales Performance and Reporting: Set and achieve sales targets, monitor performance metrics, and adjust strategies as needed to meet goals; prepare and present regular sales updates to Aviation leadership highlighting achievements, challenges, and opportunities.

Digital Platform Development: Drive development off full-scale digital ledger and sales platform for environmental attributes, with implementation across customer base   

Education and Advocacy: Serve as an advocate for sustainable aviation fuel, participating in industry conferences, webinars, and other events to promote SAF; develop educational materials and resources to support sales efforts.

Contract Negotiation and Management: Lead contract negotiations, ensuring favorable terms and conditions that support long-term partnerships; manage and oversee the execution of sales agreements, ensuring compliance with all terms and conditions.

Sustainability Integration: Collaborate with clients to integrate SAF into their sustainability strategies, providing guidance on implementation and reporting.

Sales Pipeline Management:  Utilize CRM tools to track sales pipeline and performance, reporting on key metrics.  Implement standardized sales and business management processes to deliver sales and profitability plans for each account.

Cross-functional Collaboration:  Collaborate with internal teams, including Aviation, Commercial, Regulatory, and Sustainability teams to tailor client solutions.  Work closely with critical business partners to ensure a culture of understanding and cooperation.

Market Analysis:  Monitor account performance metrics and analyze data to identify trends and areas for improvement.  Provide insights on market dynamics and competitor activities.

Required Qualifications

• Legally authorized to work in the job posting country
• Bachelor’s degree
• Must be willing and able to travel within North American and overseas for events, if required
• 5 or more years of B2B sales experience, preferably in aviation, sustainability, or the energy sector or sustainable aviation fuel (SAF)
• Proven track record in sales and negotiation, with significant experience in developing sustainable business
• Proficiency in CRM tools, digital sustainability tools and sales management processes 
• Ability to quickly grasp problem situations and take initiative to get the right people together to work on issues
• Understanding of channel complexities and the variety of associated programs and policies

Preferred Qualifications

• Established network within the sustainability industry
• Excellent communication, negotiation, and presentation skills
•  Ability to understand client needs and translate them into tailored solutions
• Strong customer focus and a passion for sustainability and innovation
• Demonstrates willingness to collaborate closely with others
• Strong results-oriented drive and ability to multitask
• Excellent communication skills, verbal and written, that allow effective communication and ensure common understanding
• Demonstrates willingness to challenge the status quo with sound ideas that lead to performance improvement
• Proven sales record
• Effective negotiation skills
• Consistently generates creative and resourceful solutions to problems
• Experience driving results and delivering measurable business improvements
• Economic evaluation skills
• Industry/business expertise – thorough understanding of the dynamics of a very complex market in a large geographic area; ability to utilize an advanced network to deal with greater variations in pricing and market drivers

Total Rewards

At Phillips 66, providing access to high quality programs and care for you and your family is important to us. Maintaining a culture of well-being — physical, emotional, social, and financial — is essential for a high-performing organization. When we are at our best, we are poised to deliver exceptional results — personally and professionally. Benefits for certain eligible, full-time employees include:

• Annual Variable Cash Incentive Program (VCIP) bonus
• 8% 401k company match
• Cash Balance Account pension
• Medical, Dental, and Vision benefits with an annual company contribution to a Health Savings Account for employees on HDHP
• Total well-being programs and incentives, including Employee Assistance Plan, well-being reimbursement, and backup family care services

Learn more about Phillips 66 Total Rewards.

Phillips 66 has more than 140 years of experience in providing the energy that enables people to dream bigger and go farther, faster. We are committed to improving lives, and that is our promise to our employees and our communities. We are sustained by the backgrounds and experiences of our diverse teams, which reflect who we are, the environment we create and how we work together. We have been recognized by the Human Rights Campaign, U.S. Department of Labor and the Military Times for our continued commitment to inclusive practices and policies in the hiring and retention of those in the LGBTQ+ community and military veterans. Our company is built on values of safety, honor and commitment. We call our cultural mindset Our Energy in Action, which we define through four simple, intuitive behaviors: We work for the greater good, create an environment of trust, seek different perspectives and achieve excellence.

Learn more about Phillips 66 and how we are working to meet the world's energy needs today and tomorrow, by visiting phillips66.com.

To be considered

In order to be considered for this position you must complete the entire application process, which includes answering all prescreening questions and providing your eSignature on or before the requisition closing date of 08/05/2025.

Candidates for regular U.S. positions must be a U.S. citizen or national, or an alien admitted as permanent resident, refugee, asylee or temporary resident under 8 U.S.C. 1160(a) or 1255(a)(1).  Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.