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Swissport

Senior Commercial Manager

Posted on Nov. 21, 2024

Mangere, New Zealand
No Salary information.

Full Time

Overview:

Are you ready to take flight in a dynamic and fast-paced aviation industry? As a global leader in aviation services, Swissport provides Ground Handling, Cargo Handling, and Passenger Services to over 300 million passengers annually. Our mission is simple – “To provide the aviation industry with consistent and tailor-made solutions around the globe, for a better customer experience.”

We believe that our people are what differentiates us from our competition. At Swissport, we are driven by our core values of Show You Care, Do the Right Things and Win as a Team, and we are currently seeking dedicated individuals, who align with these values, to join our team at various locations across the globe.

Job Summary/Whakarāpopototanga

We are looking for a talented and skilled Commercial Manager Lounges, Transport and Ground Handling to drive new business, manage key accounts and deliver the commercial strategy for Swissport Asia Pacific. You'll be skilled at creating intricate commercial models and enticing value propositions for both present and potential clients.

Reporting to the CEO NZ, you will be an integral member of the Leadership Team responsible for managing multiple clients in a dynamic fast-paced environment.

This is an exciting opportunity to identify and grow new revenue opportunities within your assigned airline customers by:

Defining the retention or new business win-plan for each proposal
Negotiating the required contractual terms and conditions
Managing key customers from contract commencement through to renewal, in accordance with company guidelines and stakeholder approvals.

We are seeking a candidate capable of developing and maintaining long-term relationships with high-ranking and key staff within the customer’s organisation and translating their business requirements into an actionable service roadmap for Swissport. As a leader you will be willing to be hands on and able to confidently drive initiatives across Swissport’s network.

Your activities/Ngā momo ngohe

Grow commercial business for Swissport
Lead the corporate commercial strategy process for defined customers by aligning the customer requirements with Swissport’s network capabilities and service offering
Serve as the “voice of the customer” to bring together the appropriate internal stakeholders to support retaining existing business and to accelerate revenue growth
Act as customer (airline) key account central point of contact across the clusters and business lines
Organise, prepare and lead client meetings (regular and ad-hoc) and interactions
Prepare internal strategic customer documents, drive customer discussions & lead negotiations (Quarterly Business Reviews, hot topics, performance review, ongoing/upcoming tenders)
Hold global/cluster responsibility to oversee all deals: Request for Proposal (RFP) processes and potential global framework agreement negotiations
Initiate opportunity discussion: drive “pull” conversations with customers to understand where Swissport can provide services according to the account plan; identify opportunities and ensure we are invited to the RFP process.
Conduct analysis: review RFP & collect client input (if needed), align the organisation on RFP participation decision, prepare the “Win-plan”, launch the proposal preparation process and lead Standard Ground Handling Agreement & Service Level Agreement alignment with internal stakeholders (such as legal and operations).

Your profile/Kōtaha Matawhaiaro

In-depth industry know-how, preferably in aviation (airline, ground handling, cargo or logistics)
Proven track record on winning the business with strong business development skills
Strong ground handling & cargo commercial background 3 years preferred
Proven experience as Key Account Manager (or in a similar role) in an international and matrix organisation
Familiarity with CRM tools (e.g.Salesforce) would be a plus
Solid foundation in business processes, particularly pricing, costing, margin and contribution margins and contracting
Strong analytical skills
Strong relationship-building capabilities to all internal and external key decision makers and influencers
Ability to become a brand ambassador and excels in working in a dynamic, fast paced and evolving commercial environment
Highly goal oriented, assertive and a hands-on problem solver
Strong communication and interpersonal skills
Ability to manage several accounts simultaneously
Strong command of English as the corporate language (written and oral), any other language is a plus
Willingness to travel.

What we offer/Ngā āheinga

At Swissport, we believe in diversity, equal opportunity, and the power of our values to drive our success. We are committed to providing a workplace that fosters inclusion and where all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Visit our website at www.careers.swissport.com to learn more about Life at Swissport.

Join Swissport today and be part of a team that connects the world of aviation!

Only permanent residents of Australia or New Zealand, or those who have the right to work in Australia or New Zealand may apply.

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