Commercial Director, Ground Handling & Cargo, dnata UK

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Job Purpose
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. dnata within the UK offers passenger, ramp, Cargo and transport handling solutions to a number of the world’s most prestigious airlines. dnata handles 11,000,000 passengers, 580,000 tonnes of cargo and 83 trucks annually, at six of the UK’s major Airports.Our more than 2,600 employees each receive training of the highest standard and wear the dnata uniform with pride. We deliver the promises you make to your customers through the provision of flexible solutions for passenger, and ramp handling that keep your customers moving.

As Commercial Director, Ground Handling & Cargo, dnata UK you will be responsible for the execution of dnata’s Airport Operations commercial strategy within the UK across the primary business verticals cargo handling / passenger ground & ramp. You will be reporting to the MD UK, accountable for revenue performance across the entire business – growing value and preference from the existing customer portfolio and developing the sales pipeline to support the business’s strategic and financial objectives.

Leading a team of commercial professionals, and working in collaboration with regional and HQ teams, you will ensure dnata UK stands out from the competition and interprets and acts on customer demands better than the rest. This role is central in dnata achieving its mission of being the world’s most admired handling company.

In this role you will:

• Translate business strategy into Commercial strategies and goals.
• Lead and coach the dnata UK Commercial team ensuring the achievement of all commercial objectives.
• Be responsible for growing revenue and performance across all business verticals by growing the value and preference from the existing customer portfolio as well as developing the sales pipeline for new customers.
• Build and maintain key customer relationships
• Meet with potential customers by growing, maintaining and leveraging your network.
• Support in the preparation of tender responses, contract renewals, Standard Ground Handling Agreements and Service Level Agreements including financial management.
• Develop pricing and commercial processes and strategies which maximise RoI and financial outcomes for the business to maximise efficiencies in line with agreed targets.
• Lead on the review of all final proposal on all cost models.
• Lead the marketing direction of the company to ensure a high standard company image is maintained both internally and externally.
• Take accountability for the preparation and consolidation of the commercial department’s budget, monitoring financial performance against set budgets to ensure delivery against the set targets.
• Stay safety driven with the ability to maintain a safe and secure working environment.

Qualifications & Experience
To be considered for the role, you must meet the below requirements:

• Fluent in spoken and written English.
• Strong demonstrable experience in a leadership commercial role within the aviation business is an advantage
• Extensive experience of building durable business relationships at a C-Suite level.
• Extensive experience of negotiating complex, long term high value business contracts.
• Experience of drafting contracts and contract law.
• Proficient knowledge in sales methodologies/disciplines.
• UK Driving License
• Can obtain security clearance and qualify for an air-side security pass (no legal restrictions). Pre-employment checks – ability to achieve successful completion of the referencing (checkable 5-year employment/education history) and criminal record check procedures to meet dnata and CAA security regulations, and a satisfactory medical report.

You’ll have an edge if you have:

• Excellent communication skills – both written and verbal and demonstrated ability to communicate and influence both internal and external stakeholders.
• Ability to build and foster strong relationships with customers, suppliers and other key stakeholders in the industry.
• Demonstrated ability of managing diversity in client and workforce relationships.
• An Agile mentality.
• Strong numeracy skills with demonstrated ability to analyse and interpret complex financial data.
• Strong negotiation skills and commercial acumen.

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