Job Purpose
The Manager Commercial will live and breathe customer centricity, share our brand values, with the ability to sustainably grow business, deliver quality services and a true value proposition through:
- the ownership (and being at the relationship centre) of our Global Key Accounts
- being a positive interface and pro-active stakeholder management of the Regional business units
- the evolution of a joined up, customer centric commercial strategy that respects the global/local market conditions influencing each dnata business unit
- the ability to identify, develop and build meaningful value proposition; understanding given customer needs
- identification and implementation of 'off the shelf' solutions and tools to further streamline commercial processes with enhancing commercial standards and compliance
All in support of our vision to be the most admired air services provider.
Job Outline:
Optimise
- Promote and deliver the expansion of existing products and services
- Identify and accelerate standardisation of core contractual elements based on optimised processes
- Evolve the successful Quarterly Business Review customer engagement process
- Champion the NPS customer survey
- Champion CRM Salesforce
Grow
- Identity and deliver increased share of business out-side of the traditional Global Key Accounts
- Have the ability to sell based on quality and service; understanding commoditisation within a B2B business
- Identity and deliver revenue diversification opportunities, that complement our Vision, Mission and Values
- Promote growth through a Customer Centric approach to Airlines, Airports, Cargo, Logistics, Airport Lounges and dnata Group Relationships
Innovate
- Seek out innovative products and services
- Accelerate the creation of customer value through digitalisation
- Understand commercial opportunities to grow for a responsible and sustainable future
Qualifications & Experience
- Bachelor's degree
- 10-12 years of experience in Ground Handling and/or Airport Cargo Terminal and/or Air Cargo Logistics operations
- Adjacent sectors (eg catering and other)
- At least 5 years in positions of progressively increasing managerial responsibilities
- Proven track record in the delivery of a value proposition
- Expert knowledge in CRM delivery
- IT and Computer Literacy (demonstrable competency with Microsoft Office suite)
- Salesforce knowledge is of advantage
- Fluency in English (spoken and written); a second language will be advantageous.
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