Commercial Manager, dnata Airport Operations UAE - The...

Job Purpose: dnata is one of the world’s largest air and travel services providers; offering ground handling, cargo, travel and catering & retail services at over 130 airports in more than 30 countries across six continents. At dnata, we are by your side for the entire travel experience.

As Commercial Manager, 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 the interest of the group as whole as well as specific stakeholders. You will act as the primary and dedicated point of contact for our customers and will also provide direct support to the Commercial Team to deliver global tenders and network opportunities, contract health checks and customer account management through various research studies, data analysis and market studies. The role is based full-time in our Dubai office.

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.
• 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.
• Manage the contract cycle as per the department process and negotiate the new agreement ensuring contractual, financial and legal compliance. Collaborate with the operations to identify any deviation and align commercial with manpower and operations. Identify any potential revenue leakage and propose solutions to mitigate the loss or revenue, monitor the new contract implementation.
• 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.
• Update and maintain Salesforce CRM (customer relationship management) with all relevant information pertaining to the customers, including sales pipeline and contracts cycle.
• Develop any required marketing support in cooperation with Corporate Communication department to continuously promote our product offering demonstrating dnata as a leader in the industry. Personalise customer engagement through campaigns management.
• Promote and support safety initiatives and strategy to maintain a safe working environment.
• Negotiate with customers on the contracts and agreements to ensure optimum price with the best quality in line with dnata standards.

Qualifications & Experience: To be considered for the role, you must meet the below requirements:

• Bachelors degree or Honours.
• Minimum 8-10 years of experience in sales or account management, ideally with contract negotiation exposure in a large organisation.
• Must have relevant industry experience preferably within ground handling, airport operations, travel management, engineering or ancillary revenue orientated organisation.
• Must have led teams or handled cross functional relationships.
• Strong business acumen and financial management skills.
Must have sound background in building Business strategy and planning.

You will have an edge, if you have:

• Knowledge of IATA, SGHA (Standard Ground Handling Agreement) standards.

At dnata, part of Emirates Group, we’re committed to providing our employees with opportunities to grow and develop in their careers. So if you’re looking for a challenging and rewarding opportunity, apply today and join our team!

Recruitment Process and Timeline

dnata, part of Emirates Group, is an international organisation with employees from over 170 nationalities, we encourage applications from across the globe. Your application journey begins by applying via our Careers website. Please ensure your CV is up to date for our talent acquisition team to review your profile. If you meet the criteria of the role, you will then be invited to complete a HireVue video interview, to share more about your experience and your career aspirations. If you are shortlisted you will then be invited to interview with our hiring managers. If you are successful, your recruiter will reach out to you with an offer and then our Onboarding team will ensure a smooth transition to your new role.

Salary & Benefits: Join us in Dubai and enjoy an attractive tax-free salary and travel benefits that are exclusive to our industry, including discounts on flights and hotels stays around the world. You can find out more information about our employee benefits in the Working Here section of our website confidential Further information on what’s it like to live and work in our cosmopolitan home city, can be found in the Dubai Lifestyle section.This job has been sourced from an external job board.
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