Head of Commercial

Job Summary

Lead and deliver all sales & commercial activities in the sub region in close partnership with the country commercial teams to achieve revenue, sales, and profit targets in line with financial objectives while ensuring full compliance with Swissport’s governance, policies and procedures.

Job Responsibilities

Account Planning, Sales Forecasting & Management

• Develop sales plans, budgets, forecasts and activities based on a deep understanding of customer priorities
• Propose, develop and execute new sales pans to ensure the organisation sales volume and profitability objectives are met
• Explore new business opportunities / protect existing business and build pipeline
• Monitor sales volumes, revenue and costs against forecasts and build in contingencies
• Use key sales tools and Salesforce to monitor metric performances and apply strong corrective actions where / if applicable
• Adapt procedures or re-allocate commercial resources to improve performance

Customer Insights

• Stay up to date and aligned with customer buying preferences and align your resources and solutions accordingly
• Conduct client insight research to ensure Swissport’s current and future opportunities align with customers key imperatives
• Apply industry and customer knowledge to improve relationships and create opportunities by aligning their needs and pain points with Swissport capabilities

Deal Shaping & Negotiations

• Manage and process customer deals in ways that compliment the aspirations of Swissport regarding revenue, profit and general terms, whilst balancing this out with the needs of the customer
• Effectively drive any deal that originates within your region & create strong alignment with other regions where applicable, allowing for high quality and timely delivery
• Ensure new business is profitable by implementing appropriate control mechanisms
• Use the best suited negotiation approach to close a deal
• Lead client negotiation sessions that persuade stakeholders to resolve key contract issues, such as price increases
• Manage and lead tender processes
• Collaborate and coordinate input and approval from internal departments to ensure profitability development

Sales Fundamentals & Tools

• Be aware of policies related to pricing, yield improvement, contract terms, conditions and negotiation
• Maximise account potential by delivering the needs of our customer and continuously improve our competitive position on account opportunities
• Use key sales tools and Sales force to monitor pipeline performance and manage new and existing business in line with Swissport compliance and governance policies

Sales Leadership

• Regularly provide constructive feedback on sales approach, competences, win strategy, deal structure and guidance on internal processes
• Coach sales teams on technical aspects of pricing, negotiation and customer service to achieve high customer retention, high business acquisitions, achieving sales targets
• Advise on policies related to pricing, yield improvement, contract negotiation and pipeline development

Qualifications and Competencies

Business Acumen

• Ability to interpret and apply knowledge of business financial drivers, practices, concepts that drive profitable growth
• Can understand and solve business problems keeping a financial aswell as a customer perspective in the forefront when making decisions

Collaboration

• Ability to create & foster internal & external relationships that enable the development of beneficial solutions
• Works cooperatively with others across the organization to achieve shared objectives.
• Credits others for their contributions and accomplishments.

Communication

• Ability to communicate with internal partners and external organisations
• Can communicate in a variety of formats, including formal presentations and required documentation
• Develop and deliver communications that convey a clear understanding of the unique needs of different audiences

Coaching and Developing Others

• Providing feedback, instruction and development guidance to help others to excel planning and supporting the development of individual skills and abilities.
• Developing people to meet both their career goals and the organization’s goals

Executing and Getting Results

• Taking accountability to deliver results
• Measuring progress and taking corrective actions if metrics are not achieved
• Ensuring others contribute to organisational goals by focusing on them on the most critical priorities

Aviation Industry or Airport Services:

• Cargo Services Ground Handling, GSA, Airline, Integrator and Logistics
• Supply Chain experience

Prospecting:

• Prior prospecting experience from similarly sized businesses

Deal Shaping:

• Experienced in shaping multi-regional deals from start to finish

Sales Negotiations:

• Mastery in successfully navigating complex negotiations

Contract Management:

• Proven experience with contract negotiations with strong attention to detail, coordination and communication

Other must haves:

• Fluent English & German including business writing skills required.
• Track record and proven leadership skills in a multicultural environment.
• Ability to travel between Swissport sites, with overnight stays when required.
• Industry network and German market knowledge a must

#J-18808-Ljbffr