Senior Commercial Manager -Russian Speaker

SITA; Madrid; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Flex Week

Flex Day

Flex-Location

Employee Wellbeing

Professional Development

Competitive Benefits

Job summary

SITA is seeking a Senior Pricing & Commercial Manager to oversee the commercial management of complex renewal and Pre-sales opportunities across Europe. The role ensures profitability, governance, and growth, while driving transformation with an entrepreneurial mindset and customer-centric thinking.

You will lead pricing strategies, financial modelling, and deal negotiations, collaborating with Sales, Finance, Legal, and Delivery teams to deliver competitive and profitable proposals across

Qualifications

• 5+ years of experience in commercial management, pricing, financial modelling, deal structuring, bid support, or commercial finance.
• Strong expertise in pricing strategy, profitability analysis, commercial risk management, financial evaluation, and contract negotiations.
• Experience collaborating with Sales, Finance, Legal, Technical, Contract Management, and Bid teams in multi-stakeholder environments.
• Excellent communication, stakeholder management, negotiation, and leadership skills, with the ability to influence senior decision-makers.
• Bachelor's degree in Business, Finance, Economics, Engineering, Commercial Management, or a related field.

Responsibilities

• Lead the commercial strategy for complex renewal and Pre-sales business opportunities, including deal structuring, pricing, negotiations, risk assessment, and competitive positioning.
• Act as a trusted advisor to internal stakeholders, ensuring commercial viability, governance compliance, financial discipline, and business growth.
• Own pricing strategies, market benchmarking, financial modelling, and business case development to maximize profitability and long-term value.
• Analyze financial performance, cash flow, CAPEX, risks, and commercial trade-offs to support informed decision-making and sustainable contract outcomes.
• Evaluate commercial structures, contractual terms, regulatory requirements, and delivery considerations to ensure commercially sound opportunities.
• Identify and mitigate commercial, financial, contractual, and operational risks while ensuring compliance with governance, approval frameworks, and company policies.
• Lead negotiations for complex commercial agreements, balancing customer value, profitability, and risk throughout the contract lifecycle.
• Represent commercial interests in customer and executive-level discussions, providing clear recommendations on pricing, terms, and strategic positioning.
• Partner with Sales, Bid Management, Finance, Legal, Procurement, Technical, and Delivery teams to develop competitive, executable, and profitable proposals.
• Align commercial strategies with technical solutions, contract requirements, and business objectives while contributing to best-practice improvements.
• Serve as a senior commercial point of contact, providing guidance, coaching, and knowledge sharing on complex opportunities and commercial best practices.

Skills

Entrepreneurial mindset

Customer-centric thinking

Pricing strategy

Financial modelling

Deal structuring

Negotiation

Stakeholder management

Leadership

Education

Bachelor's degree

Tools

MS Excel

Job description

Overview

WELCOME TO SITA

At SITA, we keep airports moving, airlines flying smoothly, and borders open. Our technology and communication innovations power the success of the global air travel industry.

You'll find us in 95% of international airports, working closely with over 2,500 transportation and government clients. Each partnership brings unique challenges, and we thrive on delivering fresh solutions and cutting-edge tech to keep operations running like clockwork. We don't just move the world forward-we're proud to be recognized as a Great Place to Work® by 79% of our employees and certified in most of our growing locations. Here, we feel empowered, supported, and inspired to grow.

Are you ready to love your job?

The adventure begins right here, with you, at SITA.

About The Role & Team

The Senior Pricing & Commercial Manager is responsible for the commercial management of complex, tailored, standard renewal and Pre-sales business deals. The role provides independent oversight of commercial activities, policy and process in support of renewal and Pre-sales standard business opportunities, ensuring financial profitability, compliance with financial and business objectives, and sustainable business growth.

As Senior Pricing & Commercial Manager you will not only bring expertise in Commercial Pricing, Commercial Strategy and Financial Modelling but also play a critical role in driving transformation and innovation within Europe Business Unit. Being able to successfully support Europe Business Unit wider vision, it requires the ability to have Entrepreneurial Mindset and Customer-Centric Thinking.

What You’ll Do

Commercial Strategy & Deal Leadership

• Lead the commercial strategy for complex renewal and Pre-sales business opportunities, including deal structuring, pricing, negotiations, risk assessment, and competitive positioning.
• Act as a trusted advisor to internal stakeholders, ensuring commercial viability, governance compliance, financial discipline, and business growth.

Pricing, Financial Modelling & Profitability

• Own pricing strategies, market benchmarking, financial modelling, and business case development to maximize profitability and long-term value.
• Analyze financial performance, cash flow, CAPEX, risks, and commercial trade-offs to support informed decision-making and sustainable contract outcomes.

Commercial Review, Risk & Governance

• Evaluate commercial structures, contractual terms, regulatory requirements, and delivery considerations to ensure commercially sound opportunities.
• Identify and mitigate commercial, financial, contractual, and operational risks while ensuring compliance with governance, approval frameworks, and company policies.

Negotiation & Customer Engagement

• Lead negotiations for complex commercial agreements, balancing customer value, profitability, and risk throughout the contract lifecycle.
• Represent commercial interests in customer and executive-level discussions, providing clear recommendations on pricing, terms, and strategic positioning.

Cross-Functional Collaboration

• Partner with Sales, Bid Management, Finance, Legal, Procurement, Technical, and Delivery teams to develop competitive, executable, and profitable proposals.
• Align commercial strategies with technical solutions, contract requirements, and business objectives while contributing to best-practice improvements.

Leadership & Team Contribution

• Serve as a senior commercial point of contact, providing guidance, coaching, and knowledge sharing on complex opportunities and commercial best practices.
• Demonstrate leadership, accountability, stakeholder management, and ownership while fostering collaboration and commercial excellence across the team.

Who You Are

• Entrepreneurial Mindset : Identify and develop Pre-sales business opportunities through strong commercial and technical expertise and drive innovative deal structures and provide guidance on complex commercial opportunities.
• Customer-Centric Thinking: Develop customer-focused solutions that balance customer needs with business objectives and build trusted relationships and deliver commercial outcomes that create long-term customer value.
• 5+ years of experience in commercial management, pricing, financial modelling, deal structuring, bid support, or commercial finance, with a proven ability to manage complex opportunities.
• Strong expertise in pricing strategy, profitability analysis, commercial risk management, financial evaluation, and contract negotiations.
• Experience collaborating with Sales, Finance, Legal, Technical, Contract Management, and Bid teams in multi-stakeholder environments.
• Excellent communication, stakeholder management, negotiation, and leadership skills, with the ability to influence senior decision-makers.
• Bachelor's degree in Business, Finance, Economics, Engineering, Commercial Management, or a related field.

Nice to Have

• Experience in aviation, airports, airlines, travel technology, telecommunications, technology services, consulting, or professional services.
• Exposure to international or European markets and customer-facing commercial engagements,
• Additional European language capability is an advantage, particularly German or Russian,

Qualifications

WHAT WE OFFER

We’re all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We’re really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it’s like to join our team and take a step closer to your best life ever.

Flex Week: Work from home up to 2 days/week (depending on your team's needs)

Flex Day: Make your workday suit your life and plans.

Flex-Location: Take up to 30 days a year to work from any location in the world.

Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.

Professional Development: At SITA, we believe growth fuels innovation. Our learning ecosystem offers access to world-class platforms and programs designed to help you thrive. From LinkedIn Learning, Microsoft's Enterprise Skills Initiative, and Airport Council International -available to all employees-to specialized solutions like Pluralsight for technology upskilling, Harvard Business Publishing for people leadership, Stanford for strategic development and many others, we align learning opportunities with your Development Plan and our business priorities. Your development journey is supported every step of the way.

Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.

SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.

Salary / Compensation Note Hidden (-999)