Commercial Manager

This position will be required to maximize sales & profitability by leading and delivering global and regional sales plan for the Country by co-ordinating sales and commercial activity whilst ensuring full compliance with governance, policies and procedures. Provide full responsibility for all sales & commercial activities in the Country in close cooperation with the country commercial teams to achieve revenue, sales, and profit targets in line with financial objectives.

Job Responsibilities

• Lead the development of short, medium and long-term sales strategies across the sub region
• Advise on policies related to pricing, yield improvement, contract negotiation, pipeline development and achievement of sales targets.
• Use systems to monitor sales and manage new business pipeline
• Contribute to the development of sales, customer retention, advertising and pricing for the sub region
• Propose, develop and execute new sales plans to ensure the organisation’s sales volume and profitability objectives are met in line with Country and Regional strategic plans
• Oversee the execution of business development objectives; new business bid preparation; proposals and agreements in accordance with policy and process.
• Develop sales plans and strategies to manage the day-to-day activities of the Commercial Team to implement the organisation’s overall sales strategy.
• Prepare sales forecasts and budgets; monitor sales volumes, revenues, and costs against forecasts to identify problem areas and adapt procedures or re-allocate commercial resources to improve the overall performance.
• Coach business units and sales teams on the technical aspects of pricing, negotiation and customer service, sales techniques procedures and standards that will help them achieve customer retention and sales targets.
• Manage and lead tender processes and coordinate input and approval from finance, operations and HR where appropriate.
• Ensure that newly won bids are profitable by implementing control mechanisms / (pro forma) and share the profitability development with the respective departments (finance and management).
• Assist with the development of the sales plans for countries and airline customers which are in line with Swissport’s regional and divisional goals.

Key Performance Indicators

Qualifications and Competencies