Commercial Director

Dnata Catering; City of White Plains (NY); On-site; USD 180,000 - 260,000; Full time

Job summary

dnata catering, a leading air services provider, seeks a Commercial Director to lead end-to-end tender processes, oversee pricing, and negotiate catering agreements. You will coordinate with the VP Commercial, CFO, and operations to meet financial goals while maintaining strong customer relationships.

Role requires 7–10 years in a similar senior commercial role, excellent communication, and CRM experience (Salesforce). Fluency in English; additional languages helpful.

Qualifications

• 7–10 years’ experience in a similar commercial leadership role.
• Excellent communication skills, with a track record in customer service.
• Strong organizational and time management skills.
• Experience in tender processes, pricing, and negotiation.
• Knowledge of Salesforce or similar CRM is preferred.
• Ability to communicate in English; Mandarin and Cantonese are a plus.

Responsibilities

• Manage tender processes from start to finish, including capturing in Salesforce.
• Evaluate participation in tenders with key stakeholders.
• Oversee costing and pricing processes.
• Communicate with customers during tender processes and maintain relationships.
• Review customer P&L with Pricing department and VP Commercial.
• Present and finalize P&L with key stakeholders.
• Submit offers to customers and run the approval process in Salesforce.
• Ensure timely follow-up on tender development with customers and internal teams.
• Negotiate and finalize catering agreements with key stakeholders.
• Coordinate with purchasing to keep pricing matrices up to date.
• Work with VP Commercial and CFO to achieve margins.
• Ensure seamless flow between commercial and operations via account managers.

Skills

Tender processes

Pricing & costing

Customer service

Communication

Cross-functional collaboration

Education

Bachelor's degree in engineering or related field

Tools

Salesforce

Job description

We are seeking a Commercial Director to join our team at dnata catering. As one of the world's largest air services providers, dnata ensures the smooth and efficient operation of the aviation industry across 127 airports. In this role, you will be responsible for managing the tender processes from start to finish, including evaluating participation, overseeing costing, and pricing, and negotiating and finalizing catering agreements. You will also be the primary point of contact for customer communication during the tender process and will work closely with the VP Commercial, CEO, CFO, and operational key staff to meet company financial goals. Excellent communication skills and a track record in customer service are essential. Join us in delivering exceptional service to our airline clients and ensuring efficient delivery logistics.

EDUCATION

Bachelor’s degree in engineering or related field from an accredited College, University or the international equivalent, preferred.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Manage tender processes from start to finish, including capturing in Salesforce.
• Evaluate whether dnata Catering will participate in tender processes in collaboration with key stakeholders.
• Oversee costing and pricing processes.
• Communicate with customers during the tender process and maintain strong customer relationships.
• Review customer PNL with Pricing department and VP Commercial.
• Present and finalize PNL with key stakeholders.
• Submit offers to customers and run the approval process in Salesforce.
• Ensure timely follow-up on tender development with customers and internal sources.
• Organize customer visits and meal presentations, recording all necessary commercial changes.
• Negotiate and finalize catering agreements in conjunction with key stakeholders.
• Maintain timelines during tender processes and handle time-sensitive customer commercial topics.
• Act as the link between customers and executing facility/entity for all commercial affairs.
• Collaborate closely with the purchasing department to keep pricing matrixes up to date.
• Work closely with VP Commercial and CFO to achieve company financial margins and goals.
• Ensure seamless communication flow between commercial and operation by working closely with account managers.

NONESSENTIAL FUNCTIONS

• Other duties as assigned

QUALIFICATIONS

• A minimum 7-10 years’ experience in a similar role.
• Excellent communication skills, including conflict management and resolution, with a track record in customer service.
• Strong organizational and time management skills.
• Experience in tender processes, pricing, and negotiation.
• Ability to work collaboratively with cross-functional teams and key stakeholders.
• Knowledge of Salesforce or similar CRM software is preferred.
• Ability to communicate in English, Mandarin, Cantonese, etc.