We are currently recruiting for a passionate and dedicate individual to come and join our dnata Catering & Retail UK team as a Head of Business Growth & Profitability to provide a first-class service to our business.
So, who are we? In a nutshell, 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 30 countries across six continents. At dnata, we are by your side for the entire travel experience. dnata Catering and Retail is one of the world’s leading in-flight hospitality providers, delivering world-class culinary services and innovative products that enhance our passengers’ experience.
Some parts of our Catering and Retail business can be cyclical in nature, and this can be anything from bidding for new business and re-bidding for existing business, so we’d quite like you to be a dynamic self-starter who can manage a range of competing priorities and projects, with a history of achieving superior results. A detail oriented, hands-on and "roll-up-the-sleeves" professional. A person with unquestionable integrity, credibility and character whom the organization can trust without reservation. Demonstrates sound judgment, high moral and ethical behaviour. Motivated by the opportunity to contribute to the growth of Dnata.
Role Purpose
The purpose of this role is to drive strategic business and profitability growth for the company by identifying and capitalizing on new account opportunities, coordinating winning tender responses, leading negotiations to secure new contracts, proactively cultivating future client relationships, enhancing understanding of current clients' profitability, and guiding and advising the sales team to achieve performance targets and objectives. This role plays a pivotal role in expanding the company's client base, fostering strong client relationships, and promoting a culture of performance excellence within the sales function.
Key Accountabilities
New Business Development: Identify and develop opportunities with potential customers
- Develop strategies to expand the company's client base, enhance its competitive edge, and boost market presence, leveraging insights from competitors' progress.
- Identify, establish, and foster long-lasting connections with prospective clients and key stakeholders in coordination with relevant Head of Sales based on geographic area or service type.
- Define Go-To-Market Strategy through proactive lead generation tactics, based on market trends analysis.
- Supervise sales pipeline management to maintain a consistent flow of opportunities and ensure updates in Salesforce.
- Collaborate with operational and sales teams to implement impactful business development initiatives, including new product conceptualization aligned with market demands.
- Formalize relationships within the Dnata Sister Company network to capitalize on synergies and unlock new business opportunities through official collaboration frameworks.
Bid Management: Coordinate, negotiate and win new accounts
- In collaboration with the UK Sales Director, establish clear guidelines and processes for evaluating opportunities to maximize success in securing new business through tender participation.
- Develop a comprehensive tender response framework, prioritizing and streamlining tender requests while balancing available resources.
- Secure new accounts by understanding tender requirements, delivering compelling proposals, and leading negotiations with relevant Head of Sales to achieve favourable outcomes for dcUK and ensuring successful contract closures.
- Collaborate with the Head of Sales Strategy to devise and execute negotiation strategies aimed at maximizing value and mitigating risk within commercial agreements, employing tactics such as best-and-final-offer, stretch goals, and trade-offs.
- Ensure timely contract mobilization across dcUK, facilitating a safe and efficient handover process.
- Take accountability for the conversion rate, capturing Win/Loss analysis and key learnings for continuous improvement.
Client Profitability: Enhance and support dcUK Understanding to drive a performance-driven mindset and culture
- Work with finance, commercial, and operations teams to create thorough profitability reporting frameworks.
- Provide guidance to peers in interpreting profitability reports and analysing performance data for actionable insights.
- Collaborate closely with country and global leadership to ensure accurate and timely reporting in Salesforce and other systems.
- Assist in preparing presentations and reports for executive leadership and stakeholders.
- Lead efforts with the IT function to enhance reporting systems and develop user-friendly client dashboards for better transparency and decision-making.
Key Collaboration: Guide and advise internal sales team
- Collaborate with the UK Sales Director and Executive Directors to provide insights on client performance, identifying areas for improvement and addressing any immediate issues.
- Assist the UK Sales Director with information to set sales targets and performance metrics for the team.
- Manage dedicated resources responsible for pipeline development and sales support, providing ongoing coaching and feedback to help the team meet its objectives.
Change Management: Assist and collaborates in optimisation Sales Practices
- Serve as a role model for exemplary sales practices
- Collaborate with other Heads of Sales BC and SC to continually enhance and align sales practices across dcUK, offering process optimizations, templates, tools, and systems
- Foster strong internal customer relationships and assist within responsibility the coordination for business change, growth, and development projects.
- Embrace and actively support change initiatives, demonstrating openness and receptiveness to innovation.
This list is not exhaustive, accountabilities may vary dependant on location or market complexity and may include any other duties considered reasonable by the line manager.
Skills & Experience
- Business Development: Expertise in devising and implementing strategies to expand client base and enhance market presence.
- Sales and Negotiation: Skilled in negotiation to secure advantageous outcomes in commercial agreements.
- Relationship Building: Proficient in building and maintaining strong client and stakeholder relationships.
- Strategic Planning: Capable of developing and executing strategic plans aligned with organizational goals.
- Financial Acumen: Understanding financial concepts to analyse profitability data and make informed decisions.
- Communication: Excellent verbal and written communication skills for effective interaction with stakeholders.
- Leadership and Team Management: Experience in leading cross-functional teams to achieve common goals.
- Problem-Solving: Strong analytical skills to identify and address challenges effectively.
- Collaboration: Ability to collaborate with colleagues across departments to achieve objectives.
- Adaptability: Flexible approach to adapt to changing market conditions and organizational priorities.
- Organisation: excellent prioritisation skills manage deadlines and work tasks
- Analytical: capability to identify and evaluate new business development opportunities to ensure financial profitability.
Finally – just a bit of the small print, your base location will be London, LHR and whilst this is predominately site based, we might need you to travel on occasion if your colleagues need a helping hand. This is a very autonomous and flexible role so the individual will have sole responsibility and accountability for how they manage their time. As long as we continue to provide a first-class service to the business – that is all that matters – how you deliver that is down to you.
We’re not saying it’s not going to be a challenge, but if you think you can tick all the boxes and you’re up for it, then why not apply today.
Please note that dnata are an inclusive employer and are very open to discuss any reasonable adjustments that may be required as part of the selection process for this role.