VP - COMMERCIAL

at  Emirates Flight Catering

Job Purpose
Manage the business relationship with all EKFCs existing client base and engage new/potential customers with the main objective of business development and operational efficiencies. The incumbent will be leading the strategies of both Airline & Commercial Businesses and the Marketing function, with a view of driving business growth to improve overall profitability as well as the Company brand
Job Context
The role requires the job holder to have had experience in marketing, business development and the end-to-end management of outlet/event/hotel set up services and be accessible when required including weekends, holidays, and nights to respond to service delivery and customer engagement issues.
Key Result Areas
Develop, lead, and execute a comprehensive commercial strategy to achieve ambitious growth targets for both Airline and Non-Airline segments, airport lounges included, resulting in optimised operations, enhanced profitability, and solidifying EKFC’s market leadership.
Spearhead the exploration and execution of strategic opportunities for new and existing business expansion through differentiated strategic partnerships, driving EKFC’s growth whilst ensuring operational excellence.
Lead the development and implementation of the company marketing strategy to promote brand awareness, enhance brand positioning, drive business growth, increase market penetration, and boost sales, creating innovative campaigns and programs that resonate with the target audience and align with Emirates Flight Catering’s goals.
Provide leadership and direction in the area of Business Development, Operational Excellence, Customer Services, Sales/Marketing, E-Commerce, Events/Outlets, and Commercial Services teams, ensuring optimal growth across both Airline and Non-Airline Segments through strategic development, execution, and monitoring.
Identify and champion new business models, products, and services offerings to existing and new customers by taking advantage of the Companys position and leadership in the Airline Catering Business, ensuring successful launches and continuous business innovation.
Develop and manage the annual Commercial (Airline and Non-Airline), Marketing, and Business Development budget (Revenue, Manpower, Capex, Opex), ensuring adherence, target achievement, and maximizing ROI to support EKFC’s diversification goals.
Lead all stages of business expansion, deals, or transactions including but not limited to: pre-screening (feasibility studies), business structuring, due diligence, financial assessments, negotiation and documentation & integration.
Build and maintain excellent relationships with all EKFC customers (Airlines & Non-Airline), guaranteeing consistent adherence to SLAs and SOPs for exceptional customer satisfaction.
Evaluate and execute the price revision strategy, leading negotiations with all customers to secure targeted revenue increases.
Evaluate, and negotiate contracts, covering the commercial, operational and technical aspects including the SLAs for all EKFC customers (Airline & Non-Airline) and service providers in collaboration with relevant internal stakeholders (Legal, Finance, IT, HR etc.) to incorporate all required clauses in the contract and enforce organisational principles of integrity and compliance.
Lead the event operations teams in ensuring effective and successful premium event management is in place with high quality offerings, customer service, and in line with all required governance.
Lead collaboration with relevant internal stakeholders (Legal, Finance, IT, HR) to evaluate, negotiate, and finalize contracts covering commercial, operational, and technical aspects, including SLAs, for both customers and service providers ensuring all required clauses are incorporated, adhering to organizational principles of integrity and compliance.
Manage, guide and coach the team through clear objectives and talent management to improve performance and development in accordance with Company values and code of conduct.
Education Qualification
Bachelors degree in Business Administration or related field.
Project Management Professional Certification.
MBA or post-graduate university education in the hospitality or business management related subject (preferred)
Work Experience
Years of Experience: 15 years experience in the aviation industry in inflight service/catering operations or a leadership role in the hospitality industry, with significant international experience (preferred)
Area of Experience: Substantial experience in a senior management position in a customer service industry preferably in aviation, airline catering or hospitality
Skills
Demonstrates negotiation and problem-solving skills.
Demonstrates strong entrepreneurial skills.
A strong understanding of P&L statements and the ability to react with impactful strategies
Excellent influencing and persuasive skills, both in one-on-one and group situations.
Ability to meet tight deadlines and outstanding time management skills.
Commercial awareness. The incumbent must know his/her target market well and have the ability to solve their problems.
Excellent analytical & data management skills

Please refer the Job description for details