Commercial Controller

Job Purpose: The selected candidate will be responsible for promoting, selling
and growing marhaba services for B2B accounts through a structured sales
process and marketing strategy. Negotiate and contract marhaba and dnata
products for airlines and non-airlines. Develop product catalogue through
commercial strategy. Job Outline: Plan: - Design, plan, drive, manage and
deliver a viable sales & marketing B2B strategy for marhaba services, clearly
defining the revenue targets and plan to achieve them with the local market. -
Consolidate, explore, and develop new businesses in the local markets through
constant market research and dynamic selling techniques. - Plan, prepare, and
deliver customer account presentations and customer/sales performance reviews.
- Plan monthly operational meetings in cooperation with the Customer Success
Officers for key accounts and ensure that any feedback is addressed
appropriately. - Research, compile and analyse market intelligence from
various sources in order to identify trends and use the information to
formulate a pricing and sales strategy including innovation of new products
for marhaba. Grow our product and customer value proposition by developing a
full product service catalogue. - Design, develop and run comprehensive
marhaba campaigns in coordination with Corporate Communications to increase
awareness and sales. Establish Return on Investment by producing reports on
the tangible benefits of local events. Develop any required marketing support
in cooperation with Corporate Communications to continuously promote our
product offering. Lead: - Actively leverage and drive the customer
relationship to upsell and cross sell our services by promoting our products
portfolio to meet sales/financial targets and in line with the agreed
strategy. - Manage and negotiate commercial requests for new and existing
airline and non-airline customers for both ground handling and marhaba brands
by acting as the point of contact, identify and propose a unique selling
proposition maximising the benefits, be accountable for a smooth operational
and commercial implementation. - Cooperate with internal and external
operational stakeholders and liaise with customers to ensure the product is
successfully implemented, contributes to the customer satisfaction, and
generates incremental profit. - Manage the contract cycle for corporate
marhaba accounts, airlines and non-airlines as per the department process,
negotiate new agreement and renegotiate existing ones ensuring contractual,
financial and legal compliance. Collaborate with the operations to identify
any deviation and align commercial with manpower and operations. Update
contracts as per company strategy, local requirements, laws and regulations. -
Monitor financial exposure for credit and cash customers against their
operation, support resolution of payment issues and collaterals requirements
with Group Finance through a collaborative and pro-active approach. Influence
at the highest level (corporate office) and resolve positively disputes and
issues to mitigate bad debts and exposure. Execute: - Tap diverse business
markets and increase market penetration for marhaba services for sustained
business growth by exploring the market and end-user segment including but not
limited to business travellers, exhibitors, trade communities, corporations,
government agencies, travel agencies, incentive groups, etc. - Implement a
customer database for effective sales tracking and generation of a direct
mailing list for marhaba accounts. Analyse monthly sales performance to ensure
that all ‎600+ corporate accounts in the UAE are regularly engaged and serviced
by the sales team. Recommend and implement necessary corrective actions on
sales performance to achieve sales and customer satisfaction targets. - Manage
internally the NPS/Customer survey communication, partner with CRM team in
order to maximize effectiveness of customer feedback, analyse the results and
establish an action plan in cooperation with the operations to maintain
customer's advocacy - Review internal processes, exploit technologies once
proven to improve our service and efficiency, and implement automated
solutions to enhance Customer experience. - Update and maintain Salesforce CRM
with all relevant information pertaining to the customers, including sales
pipeline and contract cycle. - Support internal and external audits and
certifications. - Act as conduit in case of safety investigation between
customers, Safety & Compliance, Group Legal and Group Insurance departments.
Promote and support safety initiatives and strategy to maintain a safe working
environment.
Qualifications & Experience: - ‎5+ years in Commercial/Sales - Relevant
industry experience preferably with a ground-handling organisation or travel
industry, of which should be leading teams or handling cross-functional
relationships. - Sales or account management experience with contract
negotiation exposure in a medium to large organisation. - Degree or Honours
(‎12+‎3 or equivalent) - Financial management skills - Strong business acumen
and ability to establish effective long-term relationships - Ability to
critically analyse data and to propose solutions to problems.
Salary & Benefits: Join us in Dubai and enjoy an attractive tax-free salary
and travel benefits that are exclusive to our industry, including discounts on
flights and hotels stays around the world. You can find out more information
about our employee benefits in the Working Here section of our website
www.emirates.com/careers. Further information on what's it like to live and
work in our cosmopolitan home city, can be found in the Dubai Lifestyle
section.