10+ years' business development, sales, customer service, airline catering and / or related airline or F&B experience.
Strong customer presence & experience running global blue-chip accounts.
Ability to build broad customer relationships with different hierarchical levels and to communicate verbally and in writing with internal and external persons at all levels of the business.
Familiarity with RFI/RFQ commercial process.
Financial skill in order to understand P&L, margin improvement to drive customer profitability.
Team management experience, both directly and in a matrix.
Ability to anticipate, analyze and solve practical problems / issues at both a strategic and functional level.
Ability to work in a culturally diverse and international environment.
Experience of working within teams that span various functions / skills and operate in a matrix.
Proficiency in MS Office with particular strength in Excel and PowerPoint
Language / Communication Skills:
Fluent in English language skills are essential plus French
Direct Line Manager (Title): Chief Commercial Officer, gategroup
Dotted Line Manager (Title, if applicable): 0
Number of Direct Reports: 2-3
Number of Dotted Line Reports: 0
Estimated Total Size of Team: 5-10
gategroup Competencies Required to be Successful in the Job:
Thinking - Information Search and analysis & problem resolution skills
Engaging - Understanding others, Team Leadership and Developing People
Inspiring - Influencing and building relationships, Motivating and Inspiring, Communicating effectively
Achieving - Delivering business results under pressure, Championing Performance Improvement and Customer Focus
Demonstrated Values to be Successful in the Position:
Employees at gategroup are expected to live our Values of Excellence, Passion, Responsibility and Respect
Additional Information
We're looking for motivated, engaged people to help make everyone's journeys better.
preJob Summary:
Responsible for delivering the strategy, customer service, growth and margin of the Air Canada account worldwide with particular focus on the hub operation in Toronto. Additionally, responsible for growing gategroup's relationships and growing the total business.
The main responsibilities include:
- Being the main interface, including for contract, pricing, service and concept changes as well as business development.
- Deliver and manage the Toronto hub contract in Canada and develop the account across the breadth of gategroup's portfolio worldwide.
- Lead all bids across the world.
- Be the champion within gategroup worldwide.
Main Duties and Responsibilities:
- Develops commercial strategy for the global account. Evaluates market research to generate network and customer strategy recommendations to meet changing market and competitive conditions.
- Customer Service: ensures that gategroup delivers its commitments for the hub contract, and manage the contract's profitability. Monitor and drive all SLAs and KPIs for the account.
- Sales: Develops bid strategy, sales approach and negotiating tactics for obtaining new and retaining existing business for respective global account taking into account the business and contract objectives. Responsible for developing gategroup's overall position and business volume.
- Develops business case analysis or product strategies with a focus on cross-brand product offerings developed in coordination with group companies.
- Engages in contract and pricing negotiations with customers including developing term sheets, reviewing contract proposals, analyzing customer proposals, and developing recommended counter-proposals.
- Establishes and maintains relationships with customers, industry influencers, and key strategic partners.
- Monitors adherence to standards for commercial contracts, pricing, marketing collateral, and product presentations.
- Management and development of team including performance management and objective setting.
- Constantly looking for ways to grow and develop the business through customer insights and feedback. Anticipating future customer requirements.