dnata is one of the worlds 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.As Vice President Commercial, you will be responsible for creating, directing, and overseeing the execution of the sales strategy for dnata's Catering Businesses.You will help create and maintain a global commercial, sales, and contractual framework for our Catering Businesses and support Commercial VPs and CEOs to devise sales and commercial negotiation strategies. This includes the provision of reliable and accurate contract information, financial analysis with respect to providing a single view of our airline customer to all stakeholders.You will work closely with our country heads of commercial and CEOs to ensure customer engagement and negotiations are geared to fulfil dnata's profit aspirations, revenue growth and market share aspirations.In this role you will:

• Define and execute a global sales and commercial strategy for our airline catering business.
• Ensure we have a strategic account management programme in order to maximise the value to dnata of each strategic account. This will cover all major global customers and include a pragmatic Key Account Management process. It will also entail devising a rating for customers based on agreed criteria in terms of value to dnata business in its entirety rather than a single point relationship in a single geography.
• Fully accountable to maintain and manage dnata Caterings CRM system, Sales Force, at a global level and ensure full participation from all commercial entities to deliver a robust information system which businesses can rely on. This requires the job holder to engage with the global sales teams to encourage and motivate them to update all customer engagements / discussions in the CRM system. The CRM should be seen as a tool to assist commercial decision making.
• Create and direct the implementation of a sales strategy for dnatas Catering Businesses business globally. This includes a strategy to maximise contribution by creating synergies between the Dubai and International handling divisions, creation of Strategic Account Management Programme and creation of a Sales Toolbox to maximise contributions globally.
• Drive commercial revenue & contribution targets for all Catering Businesses across the International network. This will be achieved in close collaboration with the CEOs and Chief Commercial Officers (CCOs) of the respective international business. The CCOs will have a dotted line report to the Job Holder. The Job Holder will also coordinate closely with the Commercial Heads in dnatas Airport Operations, and Travel Divisions to ensure there is an integrated strategy. This position will play a crucial role in assessing the quality of revenue or new business generated across handling business segments.
• Create and execute a strategy to improve dnata's average yields from its Catering Businesses operations. This will include leadership, training and a Sales Toolbox to ensure the respective sales teams are properly equipped to drive this yield improvement.
• Identify and direct dnata entities to new business opportunities by researching, analysing, and presenting relevant customer analytics. This requires the job holder to keep abreast of global market developments either in terms of passenger and cargo contract awards etc.
• Direct and manage the preparation and maintain a contract calendar and provide input, support, and sign- off for new and revised contracts. The job holder will be the single point of contact for an accurate and up to date contract repository and estimated contract renewal/re-negotiation plan.
• Lead and implement the provisioning of relevant industry leading CMI at a global level Competitor Market Intelligence framework and make it available across all commercial units of dnata entities.
• Be accountable to provide customer profitability inputs to senior management on a regular basis to each segment head.

To be considered for this role, you must meet the below requirements:

• Bachelor's Degree or Honours
• More than 12 years experience in commercial/sales

You\'ll have an edge if you have:

• Extensive experience at Director level of all aspects of commercial negotiations
• Operational and/or culinary experience in managing a major catering operation and commercial acumen.
• Experience as a senior manager leading a critical function with strong influence and negotiation skills.
• Experience in a large size multi-national organisation heading the sales or commercial function.

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. Thats on top of transport benefits, life insurance and more. Find out what its like to live and work in our fast-paced, cosmopolitan home city in the Dubai Lifestyle section of our website www.emirates.com/careers

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