Head of Commercial

dnata Singapore Pte Ltd; Singapore; On-site; SGD 125,000 - 150,000; Full time

Job summary

A leading aviation service provider in Singapore is seeking a Head of Commercial to link functions and product lines, ensuring the delivery of customer-focused solutions. The successful candidate will foster relationships, manage customer satisfaction, and lead the Commercial team to maximize performance. Ideal applicants will have a Bachelor's degree, proven experience in aviation, and strong negotiation skills. This role offers the opportunity to have a significant impact on business strategies and customer relationships.

Qualifications

• Bachelor’s degree and/or relevant professional qualification.
• Experience in an operational or commercial role in aviation or related sectors.
• Strong influencing and negotiation skills.

Responsibilities

• Negotiate complex contracts delivering quality propositions.
• Foster long-term relationships with stakeholders.
• Manage customer satisfaction through NPS and CSAT.
• Mentor and develop the Commercial team.

Skills

Negotiation skills

Influencing skills

Analytical abilities

Communication skills

Interpersonal skills

Presentation skills

Education

Bachelor’s degree or equivalent

Job description

Summary

The Head of Commercial acts as a connector, by linking across functions and product lines (Ground Handling / Cargo) 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
• Work closely with Catering Commercial Team to ensure one dnata commercial expertise and deliver one-stop solutions to customer and business needs

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