SVP- Commercial

Overview

Job Purpose

Leadership

Business Development

• Lead enterprise-wide business development opportunities.
• Originate and manage business development opportunities that are consistent with the company’s strategy for revenue growth.
• Perform market research and analyze threats and opportunities.
• Identify new business opportunities in domestic and international markets, including airports, aviation development, and related aviation services.
• Lead the end-to-end sales process: prospecting, pitching, negotiation, and closing.
• Build and maintain strong relationships with existing customers, aviation authorities, airlines, government agencies, and industry partners.
• Develop partnerships and strategic alliances to enhance the company’s service offerings and market reach.

Marketing

Processes

Sales

• Develop and implement the company’s sales strategy across key market segments to ensure that the company identifies and optimizes a clear path to aggressive growth.
• Monitor performance of commercial activities using key metrics and prepare reports for MD and Board.
• Identify opportunities to upsell, cross-sell services, and increase revenues from existing clients in order to build client relationships and enhance revenues.
• Maintain a strong awareness of the external business environment and develop recommendations to enhance revenues/grow GANS business based on market research/business intelligence.
• Conduct market research, analyze trends, and pursue opportunities to grow and develop GANS presence and service offering across the region.
• Lead commercial propositions and agreements working closely with the relevant departments for new and existing clients in order to maximize revenues.

Innovation

Customer Relationship Management

• Manage new and existing client relationships, ensuring that a robust mechanism is in place to track and monitor client feedback and liaise with respective departments to ensure follow-up actions are taken where necessary to correct any issues and enhance client feedback.
• Participate in contract reviews to ensure long-term relationships with stakeholders.
• Participate in regular contract reviews with other department heads and clients.
• Understand the requirements of existing customers.
• Track, measure, and analyze commercial metrics using KPAs/KPIs.
• Build and maintain profitable partnerships with key stakeholders.
• Formulate GANS commercial department budget including sales and revenue targets, manage and track expenditures, financial goals, and budgets.

Revenue Growth

• Drive revenue growth through effective commercial initiatives and diversification strategies.
• Monitor performance metrics and commercial KPIs to ensure achievement of revenue targets.
• Prepare and manage budgets for the commercial department.

Educational Qualification

• A bachelor’s degree in business administration, economics, marketing, engineering, management, or a related field.
• An advanced degree (Master’s Degree) in business administration (preferred)

Experience

• Minimum of ten (10) years commercial management experience (5 of which should have been in a similar role in the aviation industry, including airports, aviation development, or related aviation services).
• 5+ years of experience working in senior management roles.
• 15–20 years’ experience in private or international organizations related to the aviation industry, such as air navigation service providers, airports, or aviation development.
• Extensive sales, marketing, and consultancy experience in the aviation sector.
• Experience with the latest trends and technological developments within the aviation industry.

Special Technical Skills

• Proficient verbal and written skills in English (Arabic would be an added advantage).
• IT Skills: Microsoft Office / Microsoft Projects.
• Bid Management (preferred).
• Project/Programme Management (preferred).
• Risk Management.
• Finance Management.

Knowledge, Skills and Abilities

• Self-starter with strong people leadership skills.
• Sales and marketing skills.
• Strong negotiation and analytical skills.
• Strong leadership skills.
• Planning and organization skills.
• Strategic thinking and planning skills.
• ⸻
• *By applying to this position, you are granting us permission to process your CV and keep your profile on file for consideration for this and future opportunities.*