As a Business Development & Commercial Manager Airport Hospitality you will report directly to the CEO and be based in Orlando Florida. You will be responsible for business development opportunities in the United States and will evaluate, facilitate, and secure opportunities for the marhaba product line, which includes airport and airline Lounges, Meet and Greet, Passenger Service, and other ancillary products at airports across the country. You will also 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. The role is also focused on sales, marketing, and branding for clients, and must be in line with the organizations goals and growth plans in the country
In this role, you will:
- Work closely with the marhaba and commercial teams in Head Office to develop, implement and drive business development, commercial, sales & marketing strategy for the USA Market.
- Secure business development opportunities, manage revenue streams, and establish commercial relations to drive additional revenue streams for marhaba.
- Define and implement tactical steps to ensure all plans, goals and strategic objectives are met.
- Develop and deliver the annual business plan in coordination with the marhaba and commercial teams in Head Office.
- Plan and manage sales and commercial activities and processes, including opportunity assessments and business case development.
- Prepare and deliver customer account presentations, customer performance reviews, market and competitor studies, and industry intelligence.
- Drive the dnata Vision, Mission and Values in the business and models the behaviours and intent of the VMV’s in all people leadership practices.
- Set clear and measurable objectives for the team in line with the dnata framework and process. Drives performance accountability and enables the team to achieve through appropriate support and resourcing, ensure that performance meets department’s requirements. Monitor progress towards objectives.
- Work closely with marhaba Head Office department on the design, delivery and monitoring of commercial contract and business development opportunity health check processes and ensure correct application and utilization of current templates and platforms.
- Enforce and ensure that policies and procedures are implemented and respected to guarantee efficient performance and ensure procedural/legislative requirements are fulfilled.
- Identify and secure business development and commercial contracts to expand and establish marhaba lounges, Meet and Greet, and ancillary products in the region, and drive profitability.
- Negotiate with airlines, financial institutions, lounge access programs, and corporate customers on contracts and agreements to drive revenue and ensure optimum pricing with the best quality in line with dnata standards.
- Maximize contract values through regional and Head Office marhaba and global support.
- Provide market analysis on customer segments, airports, volumes, revenues, yields, potential, etc. in new and current markets within the region to better understand, reveal, and contribute to the identification and targeting of new business and revenue opportunities.
- Conduct various research studies, data analysis and market studies to ensure competitive advantage.
- 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.
- Identify the nature of problems and effectively discriminate between available procedures to implement solutions.
- Evaluate the effectiveness of solutions after implementation and take further corrective action where required including escalating issues as appropriate.
- Extensive Travel will be required.
