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 professional 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
• Maintain dnata’s customer engagement program
• 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