Business Development & Commercial Manager Airport Lounge and Passenger Services

Overview

dnata is seeking a Corporate Business Development & Commercial Manager for Airport Hospitality- North and South America!

Based at our Corporate Office in Orlando Florida!

* Competitive Salary plus Bonus Opportunity, Best in Class Benefits *Salary commensurate with experience

Reporting directly to the CEO and based in Orlando Florida, the Business Development and Commercial Manager is responsible for business development opportunities in the United States and South America. You will evaluate, facilitate, and secure opportunities for the marhaba product line, which includes airport and Airport Lounges, Meet and Greet, and other ancillary products at airports across the country. The position is responsible for managing commercial activities for all product lines, including building and maximizing airport, airline, and customer relationships, fostering partnerships with all internal and external customers, and negotiating contracts with high level executives. The role is also focused on sales, marketing, and branding for clients, and must be in line with the organization's goals and growth plans in the country.

We are “Reconnecting a Better World” through our best-in-class team of dedicated, passionate, and highly trained aviation professionals. We have been awarded “Ground Handler of the Year” for seven consecutive years and are committed to our Vision of being the world’s most admired air services provider. Led from our Global Headquarters in Dubai and with international and domestic operations spanning six continents, our Mission is to deliver the promises our customers make. If you’re looking for a highly rewarding career in aviation services, you’re looking for dnata!

dnata is one of the world’s largest air services providers.

Established in 1959, the company ensures the aviation industry operates smoothly and efficiently in 129 airports. Offering ground handling, cargo, travel, and flight catering services in 35 countries across six continents, dnata is a trusted partner for over 300 airline customers around the world. Each day, the company handles over 1,900 flights, moves over 8,500 tons of cargo, books over 16,000 hotel stays, and uplifts over 320,000 meals.

You Will

• Work closely with the marhaba and commercial teams in Head Office to develop, implement and drive business development, commercial, sales & marketing strategy for the USA Market.
• Secure business development opportunities, manage revenue streams, and establish commercial relations to drive additional revenue streams for marhaba.
• Define and implement tactical steps to ensure all plans, goals and strategic objectives are met.
• Develop and deliver the annual business plan in coordination with the marhaba and commercial teams in Head Office.
• Plan and manage sales and commercial activities and processes, including opportunity assessments and business case development.
• Prepare and deliver customer account presentations, customer performance reviews, market and competitor studies, and industry intelligence.
• Drive the dnata Vision, Mission and Values in the business and models the behaviours and intent of the VMV’s in all people leadership practices.
• Set clear and measurable objectives for the team in line with the dnata framework and process. Drives performance accountability and enables the team to achieve through appropriate support and resourcing, ensure that performance meets department’s requirements. Monitor progress towards objectives.
• Work closely with marhaba Head Office department on the design, delivery and monitoring of commercial contract and business development opportunity health check processes and ensure correct application and utilization of current templates and platforms.
• Enforce and ensure that policies and procedures are implemented and respected to guarantee efficient performance and ensure procedural/legislative requirements are fulfilled.
• Identify and secure business development and commercial contracts to expand and establish marhaba lounges, Meet and Greet, and ancillary products in the region, and drive profitability.
• Negotiate with airlines, financial institutions, lounge access programs, and corporate customers on contracts and agreements to drive revenue and ensure optimum pricing with the best quality in line with dnata standards.
• Maximize contract values through regional and Head Office marhaba and global support.
• Provide market analysis on customer segments, airports, volumes, revenues, yields, potential, etc. in new and current markets within the region to better understand, reveal, and contribute to the identification and targeting of new business and revenue opportunities.
• Conduct various research studies, data analysis and market studies to ensure competitive advantage.
• Support the design and implementation of commercial tools and products to improve customer engagement, account management and expansion plans, at regional level and with Head Office support.
• Identify the nature of problems and effectively discriminate between available procedures to implement solutions.
• Evaluate the effectiveness of solutions after implementation and take further corrective action where required including escalating issues as appropriate.
• Extensive Travel will be required.

You Have

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s degree in business administration or in a related field.
• Accomplished business development leader with a proven track record of achieving targeted sales growth and account profitability with 8 years’ experience, preferably in the airline industry.
• Minimum 3 years’ managerial experience preferable.
• Aviation and Airport Operations Experience a Plus.
• Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
• Superior written and verbal communications, decision making, problem-solving, and organizational skills essential.
• Timely decision maker, able to prioritize critical tasks that add the highest value.
• Unquestioned integrity and personal values.
• Demonstrated ability to lead and coach teams on complex sales negotiations and use of problem-solving techniques.
• Capacity to measure and track progress, know how to design effective and efficient business development processes.
• Advanced written and oral communications skills.
• Experience presenting to corporate executive team a must.
• Salesforce management skills are a plus.
• Knowledge of ERP systems and Microsoft office Suites. 
• Must be able to travel frequently within the US and some international travel.
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Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

Reasonable accommodation may be made to enable qualified individuals with disabilities to perform essential functions, provided such accommodations do not create an undue hardship for the Company.