Head of Commercial

2 months ago

Mascot, Australia dnata Full time

**OVERALL PURPOSE OF THE POSITION**

The Head of Commercial - Ground Handling will drive dnata's commercial strategy within the ground handling sector with a focus on identifying and capitalising on key growth opportunities, maintaining strong customer relationships and ensuring competitive positioning in the market.

This role involves developing and implementing integrated commercial plans, managing customer contracts effectively, conducting market analysis, and fostering collaboration with internal and external stakeholders to maximise business success and market share in Australia's aviation industry.

**PRIMARY DUTIES AND RESPONSIBILITIES**
- Develop a comprehensive understanding of the business, its strategies and the market to identify key commercial and growth opportunities. This includes maintaining current customer contracts, increasing yield, and expanding market share for new business prospects
- Create and implement an integrated commercial strategy plan encompassing sales, marketing, communications, branding and business development. The aim is to effectively engage and manage existing customer contracts while positioning dnata as a preferred supplier for prospective customers
- Ensure effective management of all contracts with customers including conducting formal performance updates with appropriate governance structures and maintaining contract integrity to prevent benefit leakage or missed opportunities
- Establish and maintain a Customer Relationship Management system (Salesforce) to gather and maintain essential data on key customers and markets, facilitating effective customer communication processes
- Develop and manage a strategic 'pipeline' plan that analyses the available customer market and outlines actions for acquiring new customer contracts and renewing existing ones
- Cultivate and manage relationships with current and potential customers to position dnata as the preferred service provider for ground handling and cargo services in Australia
- Conduct market competitor analysis related to rates and service delivery. Provide monthly reports on dnata's position against competitors, market opportunities and recommendations for improvement
- Foster strong relationships with the Leadership Team, internal stakeholders and strategic partners to identify and capitalise on commercial opportunities effectively

**ESSENTIAL CRITERIA**
- Bachelor's degree in Business Administration, Marketing or related field; MBA preferred
- Proven experience in a commercial leadership role within the aviation industry, specifically in ground handling operations
- Strong business acumen with the ability to understand market dynamics and identify commercial opportunities
- Demonstrated experience in developing and implementing successful commercial strategies
- Proficiency in Customer Relationship Management systems preferably Salesforce
- Excellent communication and negotiation skills with the ability to build and maintain relationships with customers and internal stakeholders
- Analytical mindset with the ability to interpret data and market trends to drive decision-making
- Leadership qualities with the ability to inspire and motivate teams towards achieving common goals
- Flexibility to travel as required

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