Commercial Manager
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Key skills for this role
About the Role
dnata is seeking a Commercial Manager – Global Load Control to manage commercial relationships, sales pipeline, and contracts with customers. The role involves developing commercial strategy, negotiating contracts, and driving revenue growth.
Key Skills for This Role
Responsibilities
- Support in developing and implementing a commercial strategy, sales and marketing strategy and customer profitability analysis for the assigned region or global travel partnerships
- Review and address the customer’s commercial and operational performance, identify any issue to be solved and implement an action plan
- Manage and negotiate commercial requests for new and existing customers
- Develop financial business models, cases, and recommendations for each negotiation
- Negotiate the Service Level Agreement in line with the commercial strategy
- Actively leverage and drive the customer relationship to upsell and cross sell our services
- Provide market analysis on customers, airports, airlines, volumes, revenues, yields, potential, etc.
- Drive the development and continuous improvement of product and service offerings
- Lead the application and negotiation of annual price adjustments
- Update and maintain Salesforce CRM with all relevant information
Requirements
- Bachelor's degree or Honours in relevant discipline
- Relevant industry experience preferably with a ground handling, airport operations, Load Control engineering or ancillary revenue orientated organisation
- Sales or account management experience ideally with contract negotiation exposure in a large organisation
- Financial management skills
- Strong business acumen and the ability to establish effective long term relationships
- Business strategy and planning
- Technical skills (Ground Handling, Load Control related)
Full Job Posting
Job Purpose
- dnata is more than a global air and travel services provider. We connect people with possibilities and opportunities across 130+ airports in 34 countries through ground handling, cargo, travel, and catering & retail services.
- As Commercial Manager – Global Load Control, you will plan and manage the commercial relationship, sales pipeline and contracts cycle with existing and new customers ensuring all operational, commercial, legal and financial requirements are well defined.
In this role, you will:
- Support in developing and implementing a commercial strategy, sales and marketing strategy and customer profitability analysis for the assigned region or global travel partnerships.
- Review and address the customer’s commercial and operational performance, identify any issue to be solved and implement an action plan in cooperation with the stakeholders.
- Support the development of product and service offerings through analysis of customer requirements, market trends and operational capabilities, ensuring alignment with the overall commercial strategy.
- Manage and negotiate commercial requests for new and existing customers by acting as the point of contact, identify and propose a unique selling proposition maximising the benefits, be accountable for a smooth operational and commercial implementation.
- Develop financial business models, cases, and recommendations for each negotiation, establishing the detailed cost of operations at product/service level, and ensure costs are validated on a regular basis.
- Negotiate the Service Level Agreement in line with the commercial strategy to protect the company’s interests through a collaborative approach with both customer airlines and dnata business units.
- Actively leverage and drive the customer relationship to upsell and cross sell our services by promoting our products portfolio to meet financial targets and in line with the agreed strategy.
- Manage internally the NPS/Customer survey communication, partner with internal stakeholders in order to maximize effectiveness of customer feedback, analyse the results and establish an action plan in cooperation with the operations to maintain customer’s advocacy.
- Provide market analysis on customers, airports, airlines, volumes, revenues, yields, potential, etc. in new markets; to better understand and contribute to the identification and targeting of new business.
- Drive the development and continuous improvement of product and service offerings, working closely with operations to ensure they are commercially viable, operationally deliverable and aligned with customer needs.
- Support Account Managers in the management of existing customer relationships by providing commercial guidance, pricing support and contract expertise, enabling effective retention, growth and optimisation of existing accounts.
- Lead the application and negotiation of annual price adjustments (including CPI or contractual indexation), ensuring alignment with contractual terms, market conditions and overall commercial strategy.
Qualification
- Bachelor's degree or Honours in relevant discipline.
- Relevant industry experience preferably with a ground handling, airport operations, Load Control engineering or ancillary revenue orientated organisation, of which should be leading teams or handling cross functional relationships.
- Sales or account management experience ideally with contract negotiation exposure in a large organisation.
- Financial management skills.
- Strong business acumen and the ability to establish effective long term relationships.
- Business strategy and planning.
- Technical skills (Ground Handling, Load Control related).
- Experience working in a highly targeted and KPI driven commercial environment, ideally with airlines.
- Fluency in other languages would be a distinct advantage.
Salary & benefits
- Join us in a management role and enjoy an attractive tax free salary.
- On top of our generous travel benefits, including discounted flights and hotel stays around the world, this managerial role also has an excellent leave and healthcare package.
- That’s on top of transport benefits, life insurance and more.
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