Summary
The Head of Commercial acts as a connector, by linking across functions and product lines (Ground Handling / Cargo / Catering) to ensure that the one dnata commercial/technical expertise can deliver solutions to customer/business needs and drive these through the wider value chain.
Duties and Responsibilities
- Able to negotiate difficult and complex contracts, centred on delivering a value proposition focused on quality and not on commoditisation
- Foster long-term, sustainable, trust-based relationships with customers, authorities, business partners, and relevant stakeholders, enhancing dnata's presence and reputation, both locally and globally
- Owner of customer Net Promotor Scores (NPS) / Customer Satisfaction (CSAT), responsible for year-on-year increase in customer satisfaction
- Coach, mentor, and develop the dnata Singapore Commercial team, empowering direct reports, holding them accountable, providing guidance and motivation to maximize performance, particularly in the context of the overall value proposition
- Uphold the highest standards by ensuring policies, governance, and legal guidelines are effectively communicated and adhered to by all stakeholders, protecting our shareholder and brand value
- Be a brand ambassador, representing dnata in a professional and brand-aligned manner, reflecting our values and business strategy in public speaking engagements and representational appearances.
Requirements
- Bachelor's degree and/or relevant professional qualification and/or equivalent experience. Relevant qualification in negotiation preferred but not mandatory
- Proven track record of an operational or commercial role in aviation (or equivalent/adjacent sector e.g logistics), managing a multi-customer product.
- Exposure to and/or understanding of IATA standard contracts, preferred but not mandatory
- Strong influencing skills and a proven ability to deal at all levels within a global business, combined with a sound knowledge of effective business leadership best practice.
- Able to handle sensitive information with discretion and to maintain confidentiality at all times
- Out-standing influencing and negotiation skills with strong analytical and problem-solving abilities
- Excellent communication, interpersonal and presentation skills
