Manager Commercial, dnata

Job Description

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. – Manages effective achievement of departmental objectives through the managing the department by setting individual objectives, managing performance, developing and motivating staff, provision of formal and informal feedback and appraisal in order to maximise subordinate and departmental performance Accountabilities related to execution and achievement of the activities/ processes/service of the role. Specific to dnata Airport Operations – Assist VP C&BD to conclude contracts negotiation for new and renewal of contracts to ensure that dnata maintains its competitive advantage in Dubai and leverages on the network wide operations. – Assist VP C&BD 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.