Location: Frankfurt, Germany
Reporting to: CEMEAI CCO
About Swissport
We are a global leader in sustainable and responsible airport services provision, renowned for our unwavering commitment to safety, operational excellence, and exceptional service, shaping a future where air travel thrives on reliability, efficiency, and experience.
In 2023, with the support of more than 60,000 colleagues, Swissport provided best-in-class airport ground services for some 232 million airline passengers and handled roughly 4.7 million tons of air freight at 115 cargo centres. Across a global network that is unparalleled in the industry, Swissport served airlines at 286 airports in 44 countries across six continents.
The culture of Swissport is shaped by our corporate values, which guide our actions and decision-making processes. These values are at the core of our culture, shaping our business and underpinning our commitment to measuring our impact. They capture the essence of who we are at Swissport and help us deliver value across the entire company.
"Show You Care" underlines that our actions are perceived and valued from the perspective of the people around us. So, whatever we do, we do it purposefully and consciously, taking in the perspective of our colleagues, customers, and passengers.
“Doing the right things” means that we do the things that are valuable to our colleagues, customers, and passengers. We are trained to do this safely and trusted to do the right thing in any given situation.
"Win as a Team" highlights the importance of teamwork. Either we win as a team, or we fall as individuals. Together, we can surpass ourselves and handle any situation.
These values capture the essence of who we are and our unwavering commitment to excellence, and give actionable guidance for individual behaviour of employees, leaders, and executives, serving as a compass for how to act and deliver.
Job Summary
Lead and deliver all sales & commercial activities in the sub region in close partnership with the country commercial teams to achieve revenue, sales, and profit targets in line with financial objectives while ensuring full compliance with Swissport’s governance, policies and procedures.
Job Responsibilities
Account Planning, Sales Forecasting & Management
1. Develop sales plans, budgets, forecasts and activities based on a deep understanding of customer priorities
2. Propose, develop and execute new sales pans to ensure the organisation sales volume and profitability objectives are met
3. Explore new business opportunities / protect existing business and build pipeline
4. Monitor sales volumes, revenue and costs against forecasts and build in contingencies
5. Use key sales tools and Salesforce to monitor metric performances and apply strong corrective actions where / if applicable
6. Adapt procedures or re-allocate commercial resources to improve performance
Customer Insights
7. Stay up to date and aligned with customer buying preferences and align your resources and solutions accordingly
8. Conduct client insight research to ensure Swissport’s current and future opportunities align with customers key imperatives
9. Apply industry and customer knowledge to improve relationships and create opportunities by aligning their needs and pain points with Swissport capabilities
Deal Shaping & Negotiations
10. Manage and process customer deals in ways that compliment the aspirations of Swissport regarding revenue, profit and general terms, whilst balancing this out with the needs of the customer
11. Effectively drive any deal that originates within your region & create strong alignment with other regions where applicable, allowing for high quality and timely delivery
12. Ensure new business is profitable by implementing appropriate control mechanisms
13. Use the best suited negotiation approach to close a deal
14. Lead client negotiation sessions that persuade stakeholders to resolve key contract issues, such as price increases
15. Manage and lead tender processes
16. Collaborate and coordinate input and approval from internal departments to ensure profitability development
Sales Fundamentals & Tools
17. Be aware of policies related to pricing, yield improvement, contract terms, conditions and negotiation
18. Maximise account potential by delivering the needs of our customer and continuously improve our competitive position on account opportunities
19. Use key sales tools and Sales force to monitor pipeline performance and manage new and existing business in line with Swissport compliance and governance policies
Sales Leadership
20. Regularly provide constructive feedback on sales approach, competences, win strategy, deal structure and guidance on internal processes
21. Coach sales teams on technical aspects of pricing, negotiation and customer service to achieve high customer retention, high business acquisitions, achieving sales targets
22. Advise on policies related to pricing, yield improvement, contract negotiation and pipeline development
Qualifications and Competencies
Business Acumen
23. Ability to interpret and apply knowledge of business financial drivers, practices, concepts that drive profitable growth
24. Can understand and solve business problems keeping a financial aswell as a customer perspective in the forefront when making decisions
Collaboration
25. Ability to create & foster internal & external relationships that enable the development of beneficial solutions
26. Works cooperatively with others across the organization to achieve shared objectives.
27. Credits others for their contributions and accomplishments.
Communication
28. Ability to communicate with internal partners and external organisations
29. Can communicate in a variety of formats, including formal presentations and required documentation
30. Develop and deliver communications that convey a clear understanding of the unique needs of different audiences
Coaching and Developing Others
31. Providing feedback, instruction and development guidance to help others to excel planning and supporting the development of individual skills and abilities.
32. Developing people to meet both their career goals and the organization’s goals
Executing and Getting Results
33. Taking accountability to deliver results
34. Measuring progress and taking corrective actions if metrics are not achieved
35. Ensuring others contribute to organisational goals by focusing on them on the most critical priorities
Aviation Industry or Airport Services:
36. Cargo Services Ground Handling, GSA, Airline, Integrator and Logistics
37. Supply Chain experience
Prospecting:
38. Prior prospecting experience from similarly sized businesses
Deal Shaping:
39. Experienced in shaping multi-regional deals from start to finish
Sales Negotiations:
40. Mastery in successfully navigating complex negotiations
Contract Management:
41. Proven experience with contract negotiations with strong attention to detail, coordination and communication
Other must haves:
42. Fluent English & German including business writing skills required.
43. Track record and proven leadership skills in a multicultural environment.
44. Ability to travel between Swissport sites, with overnight stays when required.
45. Industry network and German market knowledge a must