Commercial Manager

ABOUT SWISSPORT

Swissport is the world's largest provider of ground and cargo handling services in the aviation industry with global operations in 269 airports in 47 countries. Swissport is positioned to continue to invest in growth alongside our customers and has the ambition to emerge post COVID as THE most customer centric Aviation Service Provider in the industry. To support us in this ambition and transformation, we will be investing in many new positions, over several disciplines and geographical locations.

Working for Swissport you will be in the position to make an impact on all travellers worldwide. Be it the hurried businessman or that party of four embarking on a life changing family venture, ultimately you will be part of defining their aviation experience. Besides that, you will in the driving seat in defining your own career journey, as Swissport is able to offer you a world of knowledge and personal development.

ROLE SUMMARY

The Commercial Manager will play a central role in developing revenue, building strong customer relationships, and expanding our market presence in the cargo handling sector. This position requires a strategist with excellent negotiation skills, a deep understanding of the freight industry, and a passion for providing superior customer service. The Commercial Manager will report to the Head of Sales Belgium.

KEY RESPONSIBILITIES

• Develop and implement strategic sales plans to achieve revenue targets and increase market share in the cargo handling sector.
• Identify and pursue new business opportunities by proactively prospecting, generating leads, and establishing relationships with potential new clients.
• Cultivate and maintain strong relationships with existing clients, serving as their main point of contact and addressing their concerns or issues effectively and promptly.
• Collaborate with internal teams, including operations, finance, and marketing, to ensure consistency in pricing strategies, service offerings, and customer needs.
• Analyze market trends, competitor activities, and customer feedback to identify areas of growth and develop actionable insights to improve business performance.
• Prepare and present proposals, contracts, and other commercial documents to potential clients, articulating the value proposition of Swissport Cargo's services and solutions.
• Negotiate prices, terms, and contracts with clients to maximize profitability while maintaining customer satisfaction and loyalty.
• Monitor and report on commercial performance, key metrics, and market developments to management, providing recommendations for continuous improvement and optimization.
• Stay informed about industry regulations, technological advancements, and market dynamics affecting the freight handling sector, and adjust strategies accordingly.
• Represent Swissport Cargo at industry events, conferences, and trade shows to enhance brand visibility and develop the network of potential partners and clients.

QUALIFICATIONS/REQUIREMENTS

• University degree in business administration, marketing, or a related field; a master's degree would be a plus.
• A minimum of 5-7 years of experience in a relevant field such as sales, business development, preferably within the cargo handling or logistics industry.
• A proven track record in B2B sales and business development, with experience in the freight handling or logistics sector.
• Excellent understanding of freight handling operations, industry trends, and the competitive landscape.
• Excellent negotiation, communication, and presentation skills.
• Ability to think strategically, analyze data, and develop actionable insights to drive commercial growth.
• Autonomy and motivation with the ability to work independently and as part of a team.
• Proficiency in Microsoft Office suite and CRM software.
• Excellent command of French and English, as well as excellent interpersonal skills, is necessary for effectively communicating with clients, colleagues, and stakeholders in a multicultural environment.
• Availability to travel as needed.

DESIRED CHARACTERISTICS

• The ability to analyze financial data, identify trends, and provide insights is crucial. Strong analytical skills are needed for effective decision-making and strategic financial planning.
• Strong sales and negotiation abilities are essential for securing new business, maximizing profitability, and maintaining positive relationships with clients.
• A deep understanding of the cargo handling or logistics industry, including industry trends, regulations, and competitive landscape, is crucial for making informed decisions and driving business growth.
• Prioritize customer satisfaction, actively listen to client needs, and tailor solutions to meet their requirements, fostering long-term relationships and loyalty.
• Excellent verbal and written communication skills are necessary for effectively presenting proposals, articulating value propositions, and collaborating with internal teams and external stakeholders.
• The ability to analyze market data, sales metrics, and customer feedback is important for identifying opportunities, making data-driven decisions, and continuously improving performance.
• A results-oriented mindset, with a focus on achieving and exceeding sales targets, is essential for driving revenue growth and maximizing profitability.