Head of Commercial Europe

Job Summary

This position will be required to maximize sales & profitability by leading and delivering Swissport’s global and regional sales plan for Germany, Netherlands, Belgium and Finland by co-ordinating sales and commercial activity whilst ensuring full compliance with Swissport’s governance, policies and procedures. Provide full responsibility for all sales & commercial activities in the country in close cooperation with the region and HQ commercial teams to achieve revenue, sales, and profit targets in line with financial objectives.

Job Responsibilities

• Lead the development of short, medium and long-term sales strategies for the sub region

• Advise on policies related to pricing, yield improvement, contract negotiation, pipeline development and achievement of sales targets.

• Use CRM to monitor customer satisfaction, sales and manage new business pipeline

• Contribute to the development of sales, customer retention, advertising and pricing for the country as well as coordinate marketing and advertisement activities

• Propose, develop and execute new sales plans to ensure the organisation’s sales volume and profitability objectives are met in line with regional strategic plans

• Oversee the execution of business development objectives; new business bid preparation; proposals and agreements in accordance with policy and process.

• Develop sales plans and strategies to manage the day-to-day activities of the Commercial Team to implement the organisation’s overall sales strategy.

• Prepare sales forecasts and budgets; monitor sales volumes and revenues, against forecasts to identify problem areas and adapt procedures or re-allocate commercial resources to improve the overall performance.

• Coach business units and sales teams on the technical aspects of pricing, negotiation and customer service, sales techniques procedures and standards that will help them achieve customer retention and sales targets.

• Manage and lead tender processes and coordinate input and approval from finance, operations and HR where appropriate.

• Ensure that newly won bids are profitable by implementing control mechanisms/ (pro forma) and share the profitability development with the respective departments (finance and management).

• Assist with the development of the sales plans for countries and airline customers which are in line with Swissport’s regional and divisional goals.

• Define, develop and deliver the Global Key Account Plan for those carriers assigned to the position

• Engage through regular meetings and calls with all the current and potential customers in the country and the Key Account contacts globally.

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Key Performance Indicators

• Yield Improvement

• Revenue per weighted turnaround and cargo rate per kg

• Profitable Growth

• DSO

• Individual KPI’s

• Customer retention

Qualifications and Competencies

• Business Acumen: strategic and conceptual thinking and excellent interpersonal skills.

• Communication: build commitment and buy-in by communicating convincingly across all stakeholders.

• Building Partnerships: relationship building skills at all levels both internal and external.

• Key Account Management experience in relevant industry.

• Fluent English including business writing skills required, German and/or Dutch considered an advantage. Must have European passport.

• Track record and proven leadership skills in a multicultural environment.

• Track record in achieving results.

• Proven success in complex negotiations

• In-depth industry knowledge. Airport Ground and Cargo Services

• Ability to travel between Swissport sites, with overnight stays when required.

• Computer literate – MS Office (Word, Excel, PowerPoint).

• Excellent attention to detail.

• Industry network and market knowledge a must

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