Drone Services Commercial Lead
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Key skills for this role
About the Role
**Key Responsibilities:** **Business Development & Sales** * Lead the full commercial lifecycle from lead generation through proposal development, commercial negotiation, contract award, and operational handover * Build and maintain a healthy pipeline of opportunities across: * logistics and express freight * healthcare and medical logistics * maritime and offshore operations * government and public sector programmes * infrastructure inspection and monitoring * Identify
Key Skills for This Role
Full Job Posting
Business Development & Sales
- Lead the full commercial lifecycle from lead generation through proposal development, commercial negotiation, contract award, and operational handover
- Build and maintain a healthy pipeline of opportunities across:
- logistics and express freight
- healthcare and medical logistics
- maritime and offshore operations
- government and public sector programmes
- infrastructure inspection and monitoring
- Identify and pursue new business opportunities aligned with LODD's Aviation Services strategy
- Develop account growth plans for strategic customers
- Represent LODD at customer workshops, demonstrations, exhibitions, and industry events
Account Management & Customer Growth
- Serve as the primary commercial point of contact for assigned customers
- Build trusted relationships with customer stakeholders and decision-makers
- Manage customer communications, commercial discussions, contract renewals, and account growth opportunities
- Maintain regular engagement with customers to identify expansion opportunities
- Support conversion of pilot projects into recurring commercial contracts
- Ensure high levels of customer satisfaction and retention
Proposal Development & Commercial Analysis
- Develop high-quality proposals, business cases, and customer presentations
- Build pricing models and commercial analyses for drone services opportunities
- Support preparation of strategic presentations for leadership and customers
- Work closely with Finance and Operations teams to ensure commercial viability and profitability
- Track opportunity progression and commercial performance through CRM systems and reporting tools
Tender & Procurement Management
- Lead responses to:
- Requests for Information (RFIs)
- Requests for Proposals (RFPs)
- Requests for Quotations (RFQs)
- Government and enterprise procurement opportunities
- Coordinate inputs from:
- Flight Operations
- Engineering
- Safety
- Regulatory
- Finance
- Ensure timely submission of high-quality commercial responses
Operational Solution Development
- Develop a strong understanding of customer operational requirements and use cases
- Support initial planning and design of drone operations alongside Flight Operations and Technical Operations teams
- Ensure customer expectations, operational KPIs, and commercial objectives are aligned
- Support transition from contract award to operational launch
Market Development & Strategy
- Identify emerging drone logistics services opportunities and market trends
- Monitor competitor activities and industry developments
- Support development of new service offerings and revenue models
- Contribute to long-term commercial growth strategies for drone services
Qualifications
- and Experience:
- 3-6 years experience in business development, account management, commercial management, sales, or growth roles
- Bachelor's degree in Business, Aviation, Logistics, Engineering, Marketing, or related discipline preferred
- Experience within drone services, aviation services, logistics, transportation, infrastructure, technology-enabled services, or related sectors
- Experience managing complex customer engagements from opportunity identification through contract award and operational delivery
- Strong understanding of BVLOS drone services operating models, regulatory environments, and customer adoption challenges
- Experience working with drone operators, aviation service providers, logistics companies, government agencies, or infrastructure owners preferred
- Experience preparing proposals, business cases, customer presentations, and responses to RFIs, RFPs, RFQs, and government procurement opportunities
- Strong commercial negotiation and stakeholder management skills
- Understanding of commercial pricing, operating costs, and profitability drivers for drone services operations
- Existing network within the drone, aviation, logistics, infrastructure, energy, healthcare, or public sector ecosystems is advantageous
- Excellent written and verbal communication skills particularly in proposal and pricing development
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