Regional Business Development & Commercial Manager Airport Lounges (Marhaba) – Dnata – London – UK - Icon of Jobs

Dnata invites applications for Regional Business Development & Commercial Manager Airport Lounges (marhaba) in London, UK

Job Title:

Regional Business Development & Commercial Manager Airport Lounges (marhaba), Europe

Job Purpose:

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.

As a Regional Business Development & Commercial Manager, Airport Lounges (marhaba) you will report directly to the Chief Commercial Officer, Europe and be based in the UK or one of our European businesses. You will be responsible for business development opportunities across Europe, including evaluating, facilitating, and securing opportunities for the marhaba product line, which includes airport and airline Lounges, Meet and Greet, Passenger Service, and other ancillary products at airports across the regions.

In this role, you will:

Work closely with the Chief Commercial Officer Europe and Head Office team to develop, implement an annual business plan for marhaba which drives business development, commercial, sales & marketing strategy for the European Market.
Provide market analysis on customer segments, airports, volume, revenue and yield, potential, etc. in new and current markets within the region, to better understand and contribute to the identification of new business and revenue opportunities.
Secure business development opportunities, and commercial contracts to expand and establish marhaba lounges, Meet and Greet, and ancillary products in the region which drive profitability.
Prepare and deliver customer account presentations, customer performance reviews, market, and competitor studies, and gather industry intelligence.
Negotiate with airlines, financial institutions, lounge access programs, and corporate customers to enhance/ establish contracts which drive revenue and ensure optimum pricing with the best quality in line with dnata standards.
Manage 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.
Work closely with marhaba Head Office department on the design, delivery and monitoring of commercial contract and business development opportunities, health check processes and ensure correct application and utilization of current templates and platforms.
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.
Evaluate the effectiveness of solutions after implementation and take further corrective action where required including escalating issues as appropriate.

Qualifications & Experience:

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

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.
Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
Timely decision maker, able to prioritize critical tasks that add the highest value.
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 is a must.
Knowledge of ERP systems and Microsoft office Suites.
Must be able to travel frequently within Europe and some international travel.

You’ll have an edge if you have:

Passenger Service experience in an airport setting at the management level and/ or Aviation and Airport Operations experience.
Salesforce management skills.