Commercial Manager, dnata Airport Operations UAE

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, youwill 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.