Trading and Channel Optimization Lead

Job Purpose Company seeks to establish and lead a fit for purpose trading and channel optimization capability to support its ambitious growth strategy for B2B Businesses (marine, commercial fuels & aviation). This role is central to transforming SOM from a price-taker to a price-maker – building the supply intelligence, commercial relationships, and trading infrastructure required to compete at national and regional scale. This role enables integrated planning and execution across company’s fuels value chain, with a specific focus on building competitive offering for B2B customers and building reliable, national marine bunkering capability to support SOM growth strategy The Trading and Channel Optimization Lead will architect and lead by integrating direct refineries sourcing, the import optimization and strategic storage utilization to deliver a competitive, scalable, and margin-enhancing supply capability. The role provides a unique opportunity to be immersed in integrated decision-making in a highly dynamic market, and in the process, will be able to: • Contribute directly to Company’s bottom line by improving end-to-end economics (trading, import, storage, and bunkering) and strengthening supply reliability. • Interface with various teams locally and regionally. • Influence a large network of stakeholders without direct managerial authority. • Master the end-to-end value chain and identify optionality to maximize value—leveraging existing and new assets to build integrated, reliable national bunkering infrastructure. • Gain exposure to, and understanding of, various Cob’s and functions through direct interaction (Marketing, Supply, Operations, Manufacturing, and Trading). Principal Accountabilities: Accountable for building a fit-for-purpose trading and channel optimization capability that improves supply reliability, reduces total delivered cost, and grows margin across B2B Businesses. 1. Build and lead SOM trading capability (marine & commercial fuels) • Set up trading ways of working, governance, controls, and performance routines (economics, exposure, and compliance). • Define and execute sourcing strategy across direct refinery procurement, imports, and collaboration with Regional Trading Teams such as SITME. • Optimize timing, pricing structures, and supply mix to convert SOM from price-taker to intelligence-led trader. 2. Design the national supply backbone and optimize channels • Design and implement national supply architecture across key hubs (MAF, Sohar, PSQ, Duqm) to enable scalable growth. • Optimize routing, logistics, and distribution across import, local sourcing, and redistribution to minimize total delivered cost. • Ensure reliable and cost-efficient supply to direct customers, resellers, and strategic/anchor accounts. 3. Secure strategic refinery and supplier relationships • Build and manage supply partnerships with regional refineries and suppliers (e.g., OQ, ADNOC, BAPCO, Reliance) to ensure optionality. • Negotiate term and spot agreements with competitive, flexible commercial terms (volume, quality, delivery, and pricing). • Ensure access to conventional and specialised grades to meet customer and regulatory requirements. 4. Manage price risk and execute hedging • Develop and embed hedging and risk policy for imports, inventory, and customer exposures; define limits and escalation. • Coordinate execution and monitor exposures across the value chain (price, basis, freight, and inventory). 5. Optimize storage, working capital, and asset utilisation • Maximise commercial utilisation of MAF and PSQ assets (storage, pipelines, and bunkering interfaces) to improve service and ROACE. • Evaluate and recommend optimal capacity strategy (lease/own/partner) aligned to volume ramp-up and risk profile. • Improve inventory turns and reduce working capital through disciplined planning and replenishment rules. 6. Drive margin optimisation and decision support • Optimise total delivered margin from sourcing through storage to final delivery; identify and capture timing/arbitrage/structural opportunities. • Provide market intelligence, supply economics, and pricing inputs to commercial teams and leadership to strengthen offer competitiveness. • Establish KPIs and reporting for trading performance, supply reliability, and cost-to-serve; drive continuous improvement. Key Challenges: • The role is multi-faceted—strategic, commercial, and operational—requiring end-to-end value chain thinking across trading, import, storage, and delivery. • High resilience is needed to manage unforeseen disruptions (shipping delays, port constraints, product quality issues), make decisions under time pressure, and align a wide range of stakeholders (ports, regulators, terminal operators, shipping/barging partners, and senior leadership) while delivering reliable national bunkering capability. Requirements • Degree in Business, Engineering, Mathematics, Natural Sciences, or similar, with 5+ years’ experience in trading/supply, products, logistics, or commercial operations; experience in marine fuels/bunkering, terminal/storage operations, or shipping is a strong advantage. • High learning agility with strong strategic capacity and systems thinking across an end-to-end supply chain • Highly numerate with excellent analytical skills; able to translate data into commercial insights and clear decisions (pricing, freight, inventory, and asset utilization). • Able to prioritize, troubleshoot, and adapt quickly in operationally constrained environments (ports, terminals, shipping schedules) while maintaining strong controls. • Excellent engagement and communication skills; able to influence diverse stakeholders without direct authority • Strong commercial acumen, including contract structuring/negotiation, performance management, and value capture across the supply chain • Broad knowledge of oil products markets and logistics, with exposure to supply/trading, import/exports, terminal/storage economics, and (ideally) marine fuels/bunkering operations • Commercial experience within one or more Marketing businesses (Commercial fuel, Aviation, Marine) is highly desirable. • Strong understanding of pricing mechanisms, exposures, and risk management (price, credit, operational), with high standards for HSSE and compliance. • Strong coaching and people development mindset is preferred