Senior Director Commercial Analysis

Play a key role in developing Atlas Air’s global sales strategy. Develop a complete understanding of our current and prospective customers and identify opportunities where and describe how Atlas’ solutions can create long term value. Atlas Air takes an active role in developing opportunities for our current and prospective customers based on our products. The Director Commercial Analysis will be key in developing our go to market strategy.

Commercial Analysis:

• Assist the global sales force with analytical research into costs and benefits of Atlas solutions for our existing and potential customers
• Identify new opportunities with existing and potential customers in order to place and optimize existing capacity.
• Responsible for delivering focused customer analysis and value propositions and to support the Regional Sales teams in customer discussions
• Ensure that Atlas Air possesses best-in-class market intelligence as related to business activities in the ACMI/CMI space (e.g. market development, supply and demand, strategic development, competitor activities, fuel trends, pricing trends, etc.) and communicate proactively with key internal stakeholders.
• Maintain the Global Sales plan and ensure it is kept up to date at all times in close cooperation with the CCO and SVPs Asia/EMEIA
• Prepare focused and compelling value proposition presentations outlining how Atlas Air’s products will benefit and create value for our customers:
• Carry out research and data collection to understand the target customer and its customers;
• Conduct analysis and identify key challenges and focus areas and/or opportunities for Atlas Air driven growth
• Identify network optimization opportunities
• Prepare business proposals and high quality, dynamic
• In cooperation with Finance, develop and maintain customer profitability reporting and identify opportunities for Atlas Air and/or our customer to improve economic performance
• Develop and maintain a competitor database in order to provide relevant and up to date competitor information to the global sales force and others in the organization
• Keep track of market developments related to our customers and competitorsIdentify which other fleet types could be beneficial to potential customers and worthwhile to invest in
• Coordinate the RFQ/I/P response documents/templates and process to ensure timeliness, integrity and quality of each proposal; ensure all terms and conditions are up to date and complete in all templates

Revenue Forecasting and Reporting:

• Maintain the global revenue budget for Atlas Air Worldwide Holdings, excluding Titan.
• Coordinate updated revenue forecasts throughout the year in close coordination with the Global Sales Team, AMC Sales and FP&A.
• Manage commercial revenue reporting for commercial charter, ACMI/CMI and passenger charter.
• Maintain an automated weekly revenue scorecard, ensuring accuracy by closely coordinating with the Global Sales Team and AMC Sales. Goal is to provide Executive Management with a live status update of contracted revenue in the current month and beyond.
• Enhance the Sales Team’s pricing and analysis tools and drive revenue optimization within the fleet.
• Build and manage commercial development team ensuring high quality of work and enabling personal talent development within the team.
• Create and maintain a cooperative working relationship with all global departments.

• Advanced Degree in Business Administration, Economics, Mathematics or similar required.
• 6-8 years’ experience in a consultancy or analytical role. Airline/transportation industry experience preferred.
• Ideally candidate has a management consulting background with experience in the airline and/or logistics industries.
• Excellent interpersonal skills with the ability to interact at all levels of the company and with customers.
• Excellent Excel (including VBA) and Powerpoint skills.
• Excellent Database skills, including knowledge of SQL
• Experience with Tableau, PowerBI and/or python a plus
• Highly organized individual with emphasis on accuracy and timeliness.
• Ability to work independently and with minimal supervision
• Flexibility to work additional hours and travel as required.

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