dnata is one of the world’s largest air and travel services providers; offering ground handling, cargo, travel and catering & retail services at over 130 airports in more than 34 countries across six continents. At dnata, we are by your side for the entire travel experience.

As a Senior Sales Executive you will promote, sell, and grow services for B2B Corporate accounts (Travel agencies, MICE, hotels, event organisers etc) through a structured sales process and spaneting strategy. Negotiate and contract products, develop customer relationship to maintain the brand as a leader in the industry.

In this role you will:

Plan

• Deliver the agreed sales & spaneting B2B strategy to achieve both individual and team goals.
• Consolidate, explore, and develop new businesses through constant spanet research and dynamic selling techniques.
• Plan, prepare, and deliver customer account presentations and customer/sales performance reviews.
• Plan monthly operational meetings in cooperation with the Customer Relations Officers for key accounts and ensure that any feedback is addressed appropriately.
• Research, compile and analyse spanet intelligence from various sources in order to identify trends, innovation and new products. Grow our product and customer value proposition by spaneting a full product service catalogue.

Lead

• Actively leverage and drive the customer relationship to upsell and cross sell our services by promoting products portfolio to meet sales/financial targets and in line with the agreed strategy.

• Manage and negotiate commercial requests for new and existing customers by acting as the point of contact, identify and propose a unique selling proposition maximising the benefits, be accountable for a smooth operational and commercial implementation.
• Cooperate with internal and external operational stakeholders and liaise with customers to ensure the product is successfully implemented, contributes to the customer satisfaction, and generates incremental profit.
• Manage the contract cycle for corporate accounts, as per the department process, negotiate new agreement and renegotiate existing ones ensuring contractual, financial and legal compliance.
• Collaborate with the operations to identify any deviation and align commercial with operations. Update contracts as per company strategy, local requirements, laws and regulations.
• Monitor financial exposure, support resolution of payment issues and collaterals requirements with Group Finance through a collaborative and pro-active approach.

Execute

• Tap diverse business spanets and increase spanet penetration for sustained business growth by exploring the spanet and end-user segment including but not limited to business travellers, exhibitors, trade communities, corporations, government agencies, travel agencies, incentive groups, etc.
• Manage customer database for effective sales tracking and generation of a direct mailing list for various accounts.
• Analyse monthly sales performance to ensure that all 600+ corporate accounts in the UAE are regularly engaged and serviced.
• Recommend and implement necessary corrective actions on sales performance to achieve sales and customer satisfaction targets.
• Manage internally the CSAT/Customer survey communication, partner with CRM team in order to maximize effectiveness of customer feedback, analyse the results and establish an action plan in cooperation with the operations to maintain customers advocacy
• Update and maintain Salesforce CRM with all relevant information pertaining to the customers, including sales pipeline and contract cycle.
• Support internal and external audits and certifications.
• Act as conduit in case of safety investigation between customers, Safety & Compliance, Group Legal and Group Insurance departments. Promote and support environment, health, and safety initiatives and strategy to maintain a safe working environment.
• Ensure proper compliance with the company’s Authority Manual and Corporate Governance policies including but not limited to credit notes.

To be considered for the role, you must meet the below requirements:

• Degree or Honours (12+3 or equivalent)
• 5+ Years airport operations experience
• Experience preferably with a ground-handling organisation or travel industry, of which minimum of 3 years should be Sales experience and account management with contract negotiation in travel and tourism in a medium to large organisation.
• Financial management skills
• Strong business acumen and ability to establish effective long-term relationships.
• Ability to critically analyse data and to propose solutions to problems
• Computer literacy with experience in CRM system (preferably Salesforce)
• Proficient in negotiation and influencing skills
• Must possess a valid UAE driving licence

Our services on the ground keep the world in the air. We’re one of the largest air services providers in the world, and you’ll find us in over 80 countries offering expertise in ground handling, cargo, travel and flight catering. We’re growing fast, and we’re looking for people with imagination and creativity to join our team of more than 40,000 people. We want potential stars to help us deliver on the promises our customers make.

Join us in Dubai and enjoy an attractive tax-free salary and travel benefits that are exclusive to our industry, including discounts on flights and hotels stays around the world. Find out what it’s like to live and work in our fast-paced, cosmopolitan home city in the Dubai Lifestyle section of our website www.emirates.com/careers