Head of Commercial

Summary

The Head of Commercial acts as a connector, by linking across functions and product lines (Ground Handling / Cargo / Catering) 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

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