We are currently seeking expressions of interest from team members interested in the position, Commercial Manager. The Commercial Manager is responsible for managing dnata’s commercial program – including new business and renewal proposals, the sales pipeline, commercial yield improvement and the commercial reporting function.
Position Overview
The Commercial Manager will manage complex tendering and contractual arrangements, will be a key stakeholder in commercial negotiations and will produce recommendations that achieve service and financial outcomes.
It will also involve contract management and the management of client relations to ensure efficient and effective service meeting and exceeding the company’s and our clients’ expectations.
Primary duties & Responsibilities:
Maintain dnata’s sales pipeline (new business and renewal)
Develop and manage dnata’s RFP program; Owner of dnata’s RFP and proposal submission
Develop proposals that are relevant to the customer’s needs, concerns and objectives, ensuring they are presented in skilled manner and in line with corporate policy
Contribute to the development and achievement of dnata’s commercial strategy and in consultation with the management team develop, implement and monitor communication plans
Negotiate Standard Ground Handling Agreements and Service Level Agreements including rates and service level targets
Stakeholder in the development and management of marketing collateral program
Develop and maintain strong working relationships with current & potential customers, and third party subcontractors
Implement customer rate reviews and communicate rate changes to the dnata finance team
Liaise with customers to resolve accounting queries
Develop commercial reporting program
Manage customer contract performance, track KPI metrics and manage account collections as required
Develop periodic internal yield and operational reporting
Travel as required
Undertake any other duties as required by senior management
To be considered for this position you should address the following criteria in a written application:
Extensive experience in commercial management
Fluent in Chinese and English
Significant experience in engagement, negotiation and influencing stakeholders particularly around contracts and service level agreements
Experience in reporting and compliance with respect to commercial performance
Extensive experience in engaging and influencing staff to ensure the delivery of a wide range of stakeholder expectations, diverse interests and demands
Highly developed communication skills both written and oral and presentation skills
Demonstrated strategic thinking, problem solving and decision making