Head of Commercial, dnata Singapore

As the Head of Commercial, dnata Singapore you will be a key member of the dnata Singapore management team with responsibility for the development of successful, long term, strategic relationships between customers (both internal and external), based on achieving Ground Handling / Cargo product best practice and a sustainable competitive advantage. You will primarily be accountable to achieve our vision ‘to be the worlds most admired air services provider’ delivering our shareholder and colleague commitments through a financially sustainable business.

You will achieve this by doing things the dnata way, through our values of: Safe and Secure, Performance Driven, Service Excellence, Delighting Customers, Imagination and Respect. You will work closely with the Heads of Ground Handling and Cargo to support and deliver within the overall strategic framework, promoting and driving Ground Handling / Cargo product development through optimisation and innovation. Acting as a connector, by linking across functions and product lines (Ground Handling / Cargo / Catering) you will ensure that the one dnata commercial/technical expertise can deliver solutions to customer/business needs and drive these through the wider value chain. You must be able to act as the Heads of Ground Handling and Cargo “adjutant” enabling the advancement of company initiatives, projects and goals whilst utilising a high level of emotional intelligence.

In this role, you will

• Uphold the highest standards by ensuring policies, governance, and legal guidelines are effectively communicated and adhered to by all stakeholders, protecting our shareholder and brand value


• Owner of customer Net Promotor Scores (NPS) / Customer Satisfaction (CSAT), responsible for year-on-year increase in customer satisfaction


• Able to negotiate difficult and complex contracts, centred on delivering a value proposition focused on quality and not on commoditisation


• Foster long-term, sustainable, trust-based relationships with customers, authorities, business partners, and relevant stakeholders, enhancing dnatas presence and reputation, both locally and globally


• Coach, mentor, and develop the dnata Singapore Commercial team, empowering direct reports, holding them accountable, providing guidance and motivation to maximize performance, particularly in the context of the overall value proposition


• Contribute to our community-driven initiative, dnata4good, by personally investing through our Volunteer Day Program, supporting charities and community projects aligned with our charitable pillars and embracing our CSR initiatives


• Champion dnatas Environment Sustainability Framework, living our commitment to reducing emissions, responsible consumption, and the protection of wildlife and habitats, while promoting sustainability and environmental stewardship within the aviation sector


• Be a brand ambassador, representing dnata in a professional and brand-aligned manner, reflecting our values and business strategy in public speaking engagements and representational appearances

To be considered for the role, you must meet the below requirements

• Bachelor’s degree and/or relevant professional qualification and/or equivalent experience


• At least 10 years of experience in an operational or commercial role in aviation (or equivalent/adjacent sector e.g. logistics) manging a multi-customer product


• Strong influencing skills and a proven ability to deal at all levels within a global business, combined with a sound knowledge of effective business leadership best practice.


• Strong analytical and problem-solving abilities


• Able to work across the region (approximately 25% of time outside Singapore)


• Possesses a valid international driver’s licence (airport, air-side drivers’ licence would be an advantage)


• Can obtain security clearance and qualify for an air-side security pass (no legal restrictions)

You’ll have an edge if you have

• Relevant Qualification in Negotiation, preferred but not mandatory


• Spoken and written fluency in Mandarin


• Exposure to and/or understanding of International Air Transport Association (IATA) standard contracts


• An established and mature professional network, reputation and personal (personable) brand