Job Purpose To lead and manage the commercial activities (relationships, sales, marketing, branding) of dnata, and support the department head to develop, implement and manage an integrated commercial strategy to increase revenue and yield for the business. Job Accountabilities Plan – Support VP Commercial to develop and implement a commercial strategy, sales and marketing strategy and customer profitability analysis for the business, using the support provided by Corporate Communications as needed. Lead – Implement and maintain a system of Strategic Account Management, to ensure that the business understands and develops its key customer relationships both locally in each business and network-wide in order to increase both yield and revenue. – Perform analysis of customer revenues and profitability and recommend appropriate corrective action to be taken as a result. – Oversee commercial activity such as corporate events, collateral (brochures, newsletters, gifts etc.) and branding. – Work closely with the Corporate Communications Account Manager to prepare briefs, annual and quarterly plans and Corporate Communications strategy for dnata. – Work with dnata International/dnata Catering/dnata AO in order that sales and marketing activity is undertaken in an integrated and unified manner. – Ensures compliance to all relevant safety policies, procedures and controls across the department to guarantee employee safety, legislative compliance and a responsible environmental attitude Execute – Develop and enhance the existing systems to maximise the revenue generating potential and enable dnata to build and maintain important data on its key customers and markets. – Establish an effective communication process with key customers to ensure account potential is maximized across the dnata local and overseas businesses, in a coordinated and consistent manner. – Provide market analysis on airports, airlines, volumes, revenues, yields etc. in the areas that dnata operate in to better understand the markets and contribute to the identification and targeting of new business and the creation of strategic plans for each of these new businesses. – Compare similar operations across the globe to develop new business proposals and customer offerings. – Establish relationships with relevant colleagues and interface with the rest of dnata to ensure commercial opportunities are identified and acted upon as effectively as possible. – Collaborate with the different stakeholders to meet the objectives of the business. Specific to dnata Airport Operations, Catering and Retail: – Assist VP to conclude contracts negotiation for new and renewal of contracts to ensure that dnata maintains and increases its global portfolio – Assist VP in conjunction with Finance to develop strategy for maximising yield by developing a customer costing model and customer profitability framework to facilitate pricing of new contracts and for a robust renewal strategy, enabling dnata to take a proactive approach to customer development needs.
Qualifications & Experience
– Minimum 5 – 8 years experience in Airline/ catering/ hospitality sales, customer service, operations, with minimum 10 – 12 years experience overall. – Bachelor’s degree in Business with preferably a post-graduate qualification in Sales & Marketing. – At least 5 years in positions of progressively increasing managerial responsibilities – English Level (more than 6) – Budget and Cost Control Knowledge – IT and Computer Literacy – Management Skills – Communication Skills – Safety Awareness – Expert knowledge of sales and marketing techniques and strategy.
Salary & Benefits
Join us in a management role and enjoy an attractive tax-free salary. On top of our generous travel benefits, including discounted flights and hotel stays around the world, this managerial role also has an excellent leave and healthcare package. That’s on top of transport benefits, life insurance and more. Find out what it’s like to live and work in our fast-paced, cosmopolitan home city in the Dubai Lifestyle section of our website www.emirates.com/careers