This is a key time to be joining British Airways as we Build a Better BA. We take huge pride in our past – but we’re looking to the future as an airline that loves embracing the best of modern Britain. Our country’s creativity, diversity, style, wit and warmth are the same special qualities that make us who we are. If you’re made of the same qualities as us, you could soon be part of the next chapter of our story. Together as one team, we’re connecting Britain with the world and the world to Britain like no one else.
An exciting and rare opportunity has arisen to join the Global Learning Academy's (GLA) Commercial team.
As the Commercial Manager, you will be accountable for and lead the Global Learning Academy’s (GLA) commercial function.
The successful candidate will have first-hand knowledge and insight of customer facing sales and account management, coupled with outstanding skills in maintaining unique, complicated, and enduring customer relationships. A strong knowledge of the aviation industry, pricing strategies and marketplace with existing partner relationships would be advantageous.
About the role
- Accountable for developing, defining and delivery of the GLA and other areas as required, short- & long-term commercial strategy through understanding market position, the external market, enabling the GLA’s commercial function to evolve including ancillary revenues.
- Accountable for revenue delivery for the sales of the GLA portfolio, pricing, yield, margin, and revenue analysis.
- Accountable for future growth and diversification strategy, partnerships, IAG collaboration.
- Accountable for the commercial financial reporting, commercial input into business cases i.e., Flight Simulators, Flight Ops Business Plans, New Aircraft programmes.
- Develop our portfolio of products and services aligned to the multi-faceted nature of the GLA fully utilising the facilities, design capability, learning delivery expertise and materials, including defining the pricing structure.
- Develop the customer segmentation strategy to build on our relationships with existing customers alongside opportunities to develop new customers and develop a full supplier segmentation exercise and strategy.
- Oversee the management of effective relationships with suppliers and drive cost saving efficiencies in collaboration with relevant GLA stakeholders.
- Oversee the management of GLA’s relationship with IAG/GBS and the end to end supplier management process.
- Develop a digital strategy to support our commercial teams as well as our product portfolio / commercial website.
- Collaborate with the Customer Experience and Operations, Planning and Design Functions to maximise the capacity of the GLA and ensure the timely and successful delivery of products and services to external customers. Ensuring the internal experience is mapped externally.
- Lead the evolution of the GLA into a commercially focussed organisation, working collaboratively with the GLA management teams and functional areas/teams.
- Lead, develop and inspire the commercial team, using robust coaching and performance management techniques to deliver the commercial strategy and outstanding customer service. Define development needs for the team and provide regular support.
- Represent the GLA and BA to other airlines, business, trade, and governmental organisations in the marketplace.
- Develop and deliver a GLA marketing strategy, effectively representing the variety of products and services available, through a multi-channel strategy. Build the external presence of the GLA and BA with customers and relevant organisations, demonstrating though-leadership and a robust expert industry knowledge.
About you
- Experience in solving complex contractual and commercial issues.
- Complex commercial negotiations experience (desired)
- Experience in shaping strategic commercial plans, setting targets, developing new business opportunities, and driving to them to profitable delivery.
- Experienced people manager, leading a commercial / supplier team.
- Experience of using and implementing Salesforce (or similar commercial opportunity/sales software).
- Experience of Account Management and strategic account planning cycles.
- Finance and budgetary awareness / setting / management
- Strong leadership and coaching skills
- Ability to energise, build strong teams and lead change
- Strong commercial and business acumen with high energy and drive to pursue opportunities
- Strategic thinker with a delivery and cost focus
- High numerical ability with strong attention to detail, able to analyse and interpret data / reports
- Excellent influencing, engagement and communication skills
- Resilient and ability to perform under pressure
Our Corporate and Support roles come with big potential to make your mark on our business. The airline industry changes so fast that we’re constantly evolving and finding new ways to impress customers and get ahead of our competitors. If you’re an innovator and brave and bold thinker, you will be in your element at British Airways.
Your impact on British Airways will be rewarded with a competitive rewards package plus the opportunity to develop and progress your career in many directions.
Not only will you have the chance to further your career development within BA, you’ll have access to our competitive reward and benefits package. This includes core company paid benefits such as a Defined Contribution pension scheme, generous Life Assurance cover and a whole host of options to support your physical, mental and financial wellbeing. You can also sign up for a range of voluntary benefits such as Private Medical cover, Dental and Critical Illness cover, Technology Scheme, Cycle to Work and Electric Car Scheme. And of course, you’ll be able to enjoy the benefit of staff travel as soon as you join us
At British Airways we all have a part to play in creating an inclusive place to work. Diverse representation among our people is really important to us and we recognise that all our colleagues are uniquely different and bring their own originality, creativity and identity to work.
Inclusion and diversity is a key driver of innovation and we’re committed to creating a culture where everyone feels that they can be themselves. We’re looking for people from all backgrounds and cultures to join us and be a part of our journey to become a Better BA as we continue to connect Britain with the world and the world with Britain.
N.B. We reserve the right to close a vacancy before the closing date in the event of an overwhelming response or a change in business priorities.