SVP - Commercial

GAL Air Navigation Services L.L.C.

Job Purpose

An executive-level role is primarily concerned with ensuring the integrated and sustainable commercial success of GANS. Accountable for customer relationships, commercial strategy, marketing, sales, product development and customer service to drive business growth and increase market share.

Leading and implementing commercial aspects of GANS growth strategy which includes identifying, evaluating and pursing opportunities for new business and/or enhancing existing contracts in order to maximise revenues

The SVP Commercial will take a global perspective on market opportunities and lead in the assessment and prioritization of geographic market segments. This means overseeing product development, identifying new market opportunities, determining the optimal pricing to balance profit with customer/client satisfaction, and directing marketing operations.

Duties, Responsibilities and Accountabilities

• Leadership: Deliver strategic leadership for defining the commercial path to growth and profitability of the company and the establishment of an effective growth process and infrastructure. Develop collaborative working relationships within the organization in pursuit of the of the company s overall business goals.

• Business Development: Develop a strategy and provide leadership for enterprise-wide business development opportunities. Originate and manage business development opportunities that are consistent with the company s strategy for revenue growth.

• Perform market research and analyze threats and opportunities

• Identify new business opportunities in domestic and international markets within the aviation and air navigation sectors.

• Lead the end-to-end sales process: prospecting, pitching, negotiation, and closing.

• Build and maintain strong relationships with aviation authorities, airlines, government agencies, and industry partners.

• Develop partnerships and strategic alliances to enhance the company s service offerings and market reach.

• Processes: Develop and establish governance and processes for a companywide sales.

• Sales: Develop and implement the company s sales strategy across key market segments to ensure that the company identifies and optimizes a clear path to aggressive growth. Assess, build and manage an array of necessary channels capable of delivering on the company s growth objectives.

• Monitor performance of commercial activities using key metrics and prepare reports for senior management Identify opportunities to up sell, cross sell services increase revenues from existing clients in order to build client relationship and enhance revenues.

• Maintain a strong awareness of the external business environment and develop recommendations to enhance revenues/grow GANS business based on market research / business intelligence

• Conduct market research, analyse trends and pursue opportunities to grow and develop GANS presence and service offering across the region

• Lead commercial propositions and agreements, including sales contracts and Non-Disclosure, Teaming and Consortium Agreements, contract renewals and negotiations working closely with the relevant departments for new and existing clients in order to maximise revenues

• Innovation: Keep abreast of the innovative developments within in the industry landscape and provide guidance on how GANS business can evolve and maintain a competitive advantage

• Customer Relationship Management: Manage new and existing client relationships, ensuringthat a robust mechanism is in place to track and monitor client feedback and liaise with respective departments to ensure follow up actions are taken where necessary to correct any issues and enhance client feedback and participate in contract reviews to ensure a long-term with stakeholders

• Participate on regular contract reviews with other department head and clients

• Understand the requirements of existing customers

• Track, measure and analyze commercial metrics using KPAs/KPIs

• Build and maintain profitable partnerships with key stakeholders

• Formulates GANS commercial department budget including sales and revenue targets, manages and tracks expenditures, financial goals and budgets

• Revenue Growth

• Drive revenue growth through effective commercial initiatives and diversification strategies.

• Monitor performance metrics and commercial KPIs to ensure achievement of revenue targets.

• Prepare and manage budgets for the commercial department.