Head of Commercial

DNATA SINGAPORE PTE. LTD.; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

A leading company in the aviation sector seeks a Head of Commercial to enhance customer relationships and drive satisfaction. Responsibilities include negotiating complex contracts and coaching the Singapore Commercial team while upholding high governance standards. Ideal candidates will possess a strong educational background, proven commercial experience, and excellent communication skills.

Qualifications

• Track record of operational/commercial roles in aviation or similar sectors.
• Experience handling multi-customer products and IATA contracts preferred.
• Ability to maintain confidentiality and handle sensitive information.

Responsibilities

• Negotiate complex contracts focused on quality.
• Develop and coach the dnata Singapore Commercial team.
• Manage customer satisfaction scores and enhance dnata's reputation.

Skills

Negotiation

Customer Relationship Management

Influencing Skills

Analytical Problem Solving

Communication

Interpersonal Skills

Education

Bachelor’s degree or equivalent experience

Job description

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