Position Summary:
We are “Reconnecting a Better World” through our best-in-class team of dedicated, passionate, and highly trained aviation professionals. We have been awarded “Ground Handler of the Year” for seven consecutive years and are committed to our Vision of being the world’s most admired air services provider. Led from our Global Headquarters in Dubai and with international and domestic operations spanning six continents, our Mission is to deliver the promises our customers make. If you’re looking for a highly rewarding career in aviation services, you’re looking for dnata!
dnata is one of the world’s largest air services providers. Established in 1959, the company ensures the aviation industry operates smoothly and efficiently in 129 airports. Offering ground handling, cargo, travel, and flight catering services in 35 countries across six continents, dnata is a trusted partner for over 300 airline customers around the world. Each day, the company handles over 1,900 flights, moves over 8,500 tons of cargo, books over 16,000 hotel stays, and uplifts over 320,000 meals.
Reporting directly to the CEO, the Chief Commercial Officer will have accountability and oversight for all commercial sales activity, revenue and yield development, as well as growth planning and M&A opportunities across the country. The role will have accountability for operational performance, safety and security, and ensuring that all defined KPI targets are achieved in line with budget and performance specifications agreed with CEO, COO, Regional Management and Station Managers.
Key Responsibilities:
- Continually develop our “brand”, ensuring not only short-term success, but paving the way for success in the medium and long term.
- Act as ambassador for the company at key industry conferences, forums and working groups.
- Represent commercial as a Key Account Manager for specifically identified large scale existing customers or those with opportunity for growth.
- Define and execute commercial strategy and activity, including customer satisfaction at existing stations and business development opportunities.
- Build customer relationships at local and regional levels to support retention of existing business and helping to secure new opportunities from existing customers.
- Identify key productivity metrics and work with local and regional station management to help drive delivery of budget targets.
- Increase sales activity within the network.
- Increase revenue and existing yield from current customers, identify opportunities for commercial growth, and assist with the opening of new locations.
- Benchmark against competitors’ offerings both locally or regionally, and understand our competitive position in all key geographical markets.
- Assist the local, regional, national, and global teams in major bids (RFP responses and speculative proposals), either at individual stations or with multiple-station opportunities.
- Ensure we have high quality management information with clearly identified metrics which allow us to monitor all elements and define their success.
- Develop organic growth through delivering excellent execution.
- Promote best practices within our current commercial operations, working with the regional teams to drive performance levels and identify areas of improvement and further development.
- Ensure delivery of agreed performance targets and associated KPI’s at all locations within the network.