Commercial Director

dnata is one of the world’s largest air services providers. Established in 1959, the company ensures the aviation industry operates smoothly and efficiently in 127 airports. Offering ground handling, cargo, travel, and flight catering services in 35 countries across six continents, dnata is a trusted partner for over 300 airline customers around the world.

Each day, the company handles over 1,900 flights, moves over 8,500 tons of cargo, books over 16,000 hotel stays, and uplifts over 320,000 meals.

What We Offer

Full-time employees are eligible for 401(k) and healthcare benefits including Medical, Dental & Vision Our Mission: To be the word's most admired air and travel provider Our Core Values: We Are Safe We Are Future Thinkers We Play To Win We Respect Everyone and Work As A Team We are seeking a Commercial Director to join our team at dnata catering.

As one of the world's largest air services providers, dnata ensures the smooth and efficient operation of the aviation industry across 127 airports. In this role, you will be responsible for managing the tender processes from start to finish, including evaluating participation, overseeing costing, and pricing, and negotiating and finalizing catering agreements.

You will also be the primary point of contact for customer communication during the tender process and will work closely with the VP Commercial, CEO, CFO, and operational key staff to meet company financial goals. Excellent communication skills and a track record in customer service are essential. Join us in delivering exceptional service to our airline clients and ensuring efficient delivery logistics.

EDUCATION

Bachelor’s degree in engineering or related field from an accredited College, University or the international equivalent, preferred.

ESSENTIAL FUNCTIONS

Manage tender processes from start to finish, including capturing in Salesforce. Evaluate whether dnata Catering will participate in tender processes in collaboration with key stakeholders. Oversee costing and pricing processes. Communicate with customers during the tender process and maintain strong customer relationships.

Review customer PNL with Pricing department and VP Commercial. Present and finalize PNL with key stakeholders. Submit offers to customers and run the approval process in Salesforce. Ensure timely follow-up on tender development with customers and internal sources. Organize customer visits and meal presentations, recording all necessary commercial changes.

Negotiate and finalize catering agreements in conjunction with key stakeholders. Maintain timelines during tender processes and handle time-sensitive customer commercial topics. Act as the link between customers and executing facility/entity for all commercial affairs. Collaborate closely with the purchasing department to keep pricing matrixes up to date.

Work closely with VP Commercial and CFO to achieve company financial margins and goals. Ensure seamless communication flow between commercial and operation by working closely with account managers. NONESSENTIAL FUNCTIONS: Other duties as assigned QUALIFICATIONS: A minimum 7-10 years’ experience in a similar role. Excellent communication skills, including conflict management and resolution, with a track record in customer service.

Strong organizational and time management skills. Experience in tender processes, pricing, and negotiation. Ability to work collaboratively with cross-functional teams and key stakeholders. Knowledge of Salesforce or similar CRM software is preferred. Ability to communicate in English, Mandarin, Cantonese, etc. We believe that diversity and inclusion are fundamental to creating a strong workplace and community.

At dnata, we’re proud that our workforce is as diverse as the customers we serve. And we’re committed to nurturing your talent with mentoring, volunteer and professional development opportunities. We welcome everyone. Our employee resource groups are one of the many ways we champion diversity and inclusion at dnata. This position is not eligible for employment visa sponsorship .

Applicants must be legally authorized to work in the United States at the time of application and throughout their employment without current or future sponsorship from dnata Catering USA. Notice Regarding Background Checks (State Law Disclosures) dnata Catering may obtain consumer reports and/or investigative consumer reports about applicants or employees for employment purposes, in accordance with the Fair Credit Reporting Act (15 U.

S.C. § 1681 et seq.) and applicable state laws. California: Pursuant to the California Investigative Consumer Reporting Agencies Act (Cal. Civ. Code § 1786 et seq.), dnata Catering may obtain an investigative consumer report that may include information regarding your character, general reputation, personal characteristics, or mode of living.

You have the right to request a copy of any report obtained. New York: In accordance with Article 23-A of the New York Correction Law and the New York Human Rights Law, background checks will be conducted only as permitted by law, and any employment decision based on criminal history will follow required legal standards and notice requirements.

Massachusetts: Pursuant to the Massachusetts Consumer Reporting Act (M.G.L. c. 93, § 52 et seq.) and the Massachusetts CORI statute (M.G.L. c. 6, § 172), dnata Catering may obtain a consumer report or criminal offender record information for employment purposes, consistent with state law. Applicants may request a copy of any report obtained.

New Jersey: In accordance with the New Jersey Opportunity to Compete Act (N.J.S.A. 34:6B-11 et seq.) and applicable consumer reporting laws, background checks will be conducted only as permitted by law, and applicants will receive required notices and rights regarding any consumer report obtained. Texas: Background checks may be conducted in accordance with applicable Texas law and the Fair Credit Reporting Act.

Applicants will receive required disclosures and authorizations prior to any consumer report being obtained. Tennessee: Background checks may be conducted in accordance with applicable Tennessee law and the Fair Credit Reporting Act. Applicants will receive required disclosures and authorizations prior to any consumer report being obtained.