Senior Commercial Account Executive in

At En Route, we don’t just support the journey - we elevate it. Born in 2002 and now the leading global specialist in passenger solutions, supply chain services, and innovative onboard products, we bring creativity, precision, and passion to the world’s airlines. As part of dnata, one of the world’s most respected air and travel services providers, our impact stretches across six continents, supported by world-class catering, travel, cargo, and ground handling expertise.

With offices strategically located across the UK, USA, UAE, and Australia, we combine global intelligence with local insight, connecting people, ideas, and supply chains with unwavering reliability. Whether crafting innovative meal concepts, designing standout packaging, or orchestrating end-to-end logistics, En Route brings solutions that are not only smart, but scalable, sustainable, and beautifully executed.

The Senior Account Manager (SAM) is responsible for leading and exceeding sales & profit targets for the region through the development and execution of strategic business strategies. Working within company guidelines and investment parameters, the SAM will drive growth by acquiring new net sales, increasing sales to existing customers, and maintaining customer retention.

Collaboration with operational and cross-functional teams is essential to ensure exceptional service delivery and customer satisfaction. Additionally, the SAM may have line management responsibilities, overseeing a team of account managers to achieve collective goals and objectives.

• Take ownership of sales budget performance and engage in contract negotiations with key stakeholders across the UK/EU to impact the departmental P&L significantly.
• Expand market share, achieve, and surpass sales & gross margin objectives.
• Lead negotiations and strategy with key prospective accounts, making critical decisions.
• Conduct quarterly meetings with key prospects and customers to review performance and strategize.
• Cultivate and manage commercial relationships for En Route in the region.
• Understand customer business development plans and align En Route’s support to enable their success.
• Conduct periodic product/range reviews to ensure offerings meet account needs and drive growth and profitability.
• Provide accurate and timely performance, financial, and volume forecasting and reporting for accounts, considering market dynamics and business fluctuations.
• Collaborate with Marketing to analyse competitor activities and propose strategic changes based on data insights.
• Develop and implement a strategic sales plan in coordination with Commercial, NPD, and Creative teams to achieve sales and margin targets.
• Manage project implementations in collaboration with the operational team to ensure a seamless transition from concept to operation.
• Inspire and motivate the local team to enhance performance and meet customer expectations.
• Serve as a role model for the team, offering coaching and support to the operational team as needed.
• Provide monthly reports to the senior management team.
• Maintain up-to-date customer and prospect records in En Route systems, ensuring accurate CRM data management for effective opportunity tracking.
• Establish measurable goals for short- and long-term sales and overall growth aligned with En Route’s vision and targets, regularly evaluating performance against set standards to drive profitable growth.

This job description is not intended to be either prescriptive or exhaustive, but it is issued as a general framework at the time of writing.

Requirements:

• Sales and/or Airline Catering experience
• Proven success within strategic sales / commercial account management / business development
• Strong commercial awareness (essential)
• Experience in regional catering/food/logistics markets
• Highly numerate (to interpret and produce financial plans, account profit, margins, etc.)
• Good data and business analysis and reporting skills
• Able to construct and deliver influential commercial selling presentations
• PC literate including Excel, Word, PowerPoint, etc.
• Native speaker level English (spoken/written), plus one European language

Type of Employment: Full time

Travel Required, primarily within Continental Europe, willing to travel at short notice

Based in Windsor HQ 3 days a week (hybrid)

Please no agencies.

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