Commercial Manager dnata Airport Operations UAE - The Emirates Group

Job Purpose: dnata is one of the worlds 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 fulltime 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 companys 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 810 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 were committed to providing our employees with opportunities to grow and develop in their careers. So if youre 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.