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Job Summary
This position will be required to maximize sales & profitability by leading and delivering Swissport’s global and regional sales plan for the cluster by coordinating sales and commercial activity whilst ensuring full compliance with Swissport’s governance, policies and procedures. Provide full responsibility for all sales & commercial activities in the cluster in close cooperation with the country commercial teams to achieve revenue, sales, and profit targets in line with financial objectives for the country.
Job Responsibilities
- Lead the development of short, medium and long term sales strategies across the cluster.
- Advise on policies related to pricing, yield improvement, contract negotiation, pipeline development and achievement of sales targets.
- Contribute to the development of sales, customer retention, advertising and pricing for the cluster
- Propose, develop and execute new sales plans to ensure the organization’s sales volume and profitability objectives are met in line with Caribbean strategic plans.
- Oversee the execution of business development objectives; new business bid preparation; proposals and agreements in accordance with policy and process.
- Develop sales plans and strategies to manage the day-to-day activities of the Commercial Team (where applicable) to implement the organization’s overall sales strategy.
- Prepare sales forecasts and budgets; monitor sales volumes, revenues, and costs against forecasts to identify problem areas and adapt procedures or re-allocate commercial resources to improve the overall performance.
- Coach business units and sales teams on the technical aspects of pricing, negotiation and customer service, sales techniques procedures and standards that will help them achieve customer retention and sales targets.
- Manage and lead tender processes and coordinate input and approval from finance, operations and HR where appropriate.
- Ensure that newly won bids are profitable by implementing control mechanisms/ (pro forma) and share the profitability development with the respective departments (finance and management).
- Assist with the development of the sales plans for countries and airline customers which are in line with Swissport’s regional and divisional goals.
Qualifications and Experience
- Higher education/university degree in a relevant discipline.
- Finance experience would be an asset.
- Proven success record in commercial sales (preferably in the aviation sector)
- Fluent English including business writing skills required. Fluency in Spanish would be an asset.
- In-depth industry knowledge would be an asset
- Business Acumen: strategic and conceptual thinking and excellent commercial/business acumen
- Communication: build commitment and buy-in by communicating convincingly across all stakeholders
- Negotiation: lead major complex negotiations
- Building Partnerships: relationship building skills at all levels both internal and external
- Customer Orientation: strategic approach to developing customer relations
- Results Orientation: achieve or exceed targets