dnata is one of the world’s largest air services providers. Established in 1959, the company ensures the aviation industry operates smoothly and efficiently in 129 airports. Offering ground handling, cargo, travel, and flight catering services in 35 countries across six continents, dnata is a trusted partner for over 300 airline customers around the world. Each day, the company handles over 1,900 flights, moves over 8,500 tons of cargo, books over 16,000 hotel stays, and uplifts over 320,000 meals.
As the Regional Business Development & Commercial Manager (marhaba), dnata Asia Pacific, you will report directly to the Regional CEO, Asia Pacific. Your role will involve identifying and capitalizing on business development opportunities throughout the region. This includes assessing, facilitating, and securing new prospects for the marhaba product line, which encompasses airport and airline lounges, meet and greet services, passenger assistance, and other ancillary airport products.
In This Role, You Will
- Work closely with the Regional CEO and Head Office team to develop, implement an annual business plan for marhaba which drives business development, commercial, sales & marketing strategy for the Asia Pacific market.
- Provide market analysis on customer segments, airports, volume, revenue and yield, potential, etc. in new and current markets within the region, to better understand and contribute to the identification of new business and revenue opportunities.
- Secure business development opportunities, and commercial contracts to expand and establish marhaba lounges, Meet and Greet, and ancillary products in the region which drive profitability.
- Prepare and deliver customer account presentations, customer performance reviews, market, and competitor studies, and gather industry intelligence.
- Negotiate with airlines, financial institutions, lounge access programs, and corporate customers to enhance/establish contracts which drive revenue and ensure optimum pricing with the best quality in line with dnata standards.
- Manage commercial activities for all product lines, including building and maximizing airport, airline, and customer relationships, fostering partnerships with all internal and external customers, and negotiating contracts with high level executives.
- Work closely with marhaba Head Office department on the design, delivery and monitoring of commercial contract and business development opportunities, health check processes and ensure correct application and utilization of current templates and platforms.
- Support the design and implementation of commercial tools and products to improve customer engagement, account management and expansion plans, at regional level and with Head Office support.
- Evaluate the effectiveness of solutions after implementation and take further corrective action where required including escalating issues as appropriate.
Qualifications & Experience
To be considered for the role, you must meet the below requirements:
- Bachelor’s degree in business administration or in a related field and a minimum of 8 years of experience in commercial or business development within the hospitality industry
- Proven leadership ability with a minimum of 3 years of experience in a managerial role.
- Experience in contract management with B2B and B2C
- Ability to travel internationally
You’ll Have An Edge If You Have
- Salesforce management skills
- Business development and/or commercial experience related to airport lounges
- Experience in airport development, retail, licensing, start up and concessions
