Commercial Manager - dnata Cargo

Chartered Institute of Procurement and Supply (CIPS); United Arab Emirates; On-site; AED 250,000 - 350,000; Full time

Job summary

A leading cargo service provider in the UAE is seeking a Commercial Manager to manage customer relationships and drive revenue growth. The ideal candidate will have over 8 years of experience in Airport Operations, strong sales and account management skills, and will be adept at contract negotiations. This role involves developing marketing strategies and ensuring compliance with financial and operational standards.

Qualifications

• 8+ years' experience within Airport Operations or a relevant field.
• Relevant industry experience, preferably within ground handling.
• Experience in sales or account management, ideally with contract negotiation.

Responsibilities

• Develop and implement commercial, sales and marketing strategies.
• Lead performance review meetings with key accounts.
• Manage and negotiate contracts, ensuring compliance.

Skills

Commercial strategy development

Customer relationship management

Sales pipeline management

Contract negotiation

Education

Bachelors' Degree in relevant field

Job description

Job Purpose
Job Purpose

dnata is one of the world's largest air and travel services providers; offering ground handling, cargo, travel and catering & retail services at over 130 airports in more than 34 countries across six continents. At dnata, we are by your side for the entire travel experience.

As a Commercial Manager, dnata Cargo, you will manage customer relationships, sales pipelines and contract cycles to meet operational, legal and financial requirements while driving revenue growth and customer advocacy. Support the Commercial Team with global tenders, account management and market research to optimise commercial opportunities.

In this role, you will:

• Develop and implement commercial, sales and marketing strategies, including customer profitability analysis for assigned regions or global partnerships.
• Lead quarterly and monthly performance review meetings with key accounts to maintain engagement and address operational feedback.
• Manage and negotiate commercial requests and contracts, ensuring smooth implementation and compliance with legal, financial and operational standards.
• Build financial models and business cases for negotiations, regularly validating operational costs and identifying revenue leakage.
• Monitor and optimise contract performance, contribution margins and budget impacts, while identifying upselling and cross-selling opportunities.
• Collaborate with internal and external stakeholders to ensure successful product implementation and customer satisfaction.
• Oversee financial exposure and payment issues, working with Group Credit Management to resolve disputes and minimise bad debts.
• Manage customer feedback through NPS surveys, analyse results and implement action plans to enhance advocacy.
• Conduct market analysis and benchmarking to identify new business opportunities and develop competitive customer offerings.
• Maintain Salesforce CRM, support audits, prepare presentations and represent the Commercial team in industry events and safety initiatives.

Qualification

To be considered for the role, you must meet the below requirements:

• Bachelors' Degree in a relevant field of study
• 8+ years' experience within Airport Operations or a relevant field

You'll have an edge if you have:

• Relevant industry experience, preferably within ground handling; airport operations, travel management, engineering or an ancillary revenue orientated organisation
• Experience of leading teams or handling cross functional relationships
• Sales or account management experience, ideally with contract negotiation exposure within a large organisation
• Financial management skills, with strong strategic business acumen and the ability to establish effective long term relationships
• Technical skills (Ground Handling or Line Maintenance related)

At Emirates Group, we're committed to providing our employees with opportunities to grow and develop in their careers. So if you're looking for a challenging and rewarding opportunity, apply today and join our team!

Recruitment Process and Timeline

Emirates Group is an international organisation with employees from over 170 nationalities, we encourage applications from across the globe. Your application journey begins by applying via the Emirates Group Careers website. Please ensure your CV is up to date for our talent acquisition team to review your profile. If you meet the criteria of the role, you will then be invited to complete a HireVue video interview, to share more about your experience and your career aspirations. If you are shortlisted, you will then be invited to interview with our hiring managers. If you are successful, your recruiter will reach out to you with an offer and then our Onboarding team will ensure a smooth transition to your new role at Emirates Group.

Salary & benefits