VP Commercial, Fleet NOAM

Swissport International AG•Raleigh, NC

About The Position

As a global leader in aviation services, Swissport provides Ground Handling, Cargo Handling, and Passenger Services to over 300 million passengers annually. Our mission is simple – “To provide the aviation industry with consistent and tailor-made solutions around the globe, for a better customer experience.” We believe that our people are what differentiates us from our competition. At Swissport, we are driven by our core values of Show You Care, Do the Right Things and Win as a Team, and we are currently seeking dedicated individuals, who align with these values, to join our team at various locations across the globe. Job Summary The VP Commercial, Swissport Fuel is responsible for accelerating new business growth within the United States and Canada. They will drive new customer acquisition and expand market share with existing accounts across Swissport’s airport network. Partner with the CCO, regional leadership, and Station Managers to identify high-value opportunities, execute strategies, and achieve measurable commercial success.

Requirements

Minimum of 10+ years of sales management experience within the aviation industry, with expertise in into-plane commercial sales and operations.
Strong knowledge of the aviation market, including airlines, suppliers, and other commercial stakeholders. Solid professional network with various airline leaders required.
Proven track record of consistently achieving and/or exceeding targets for sales, new business acquisition, customer renewals, and contract price increase implementation.
Excellent leadership, communication, and interpersonal skills with the ability to influence and collaborate with senior executives and cross-functional teams.
Highly organized, with superior time management skills.
Strong analytical and problem-solving skills, with the ability to make data-driven financial decisions and provide actionable recommendations.
Exceptional negotiation, presentation, and strategic thinking abilities required.

Nice To Haves

Bachelor’s degree in business administration, Aviation Management, or related field preferred.

Responsibilities

Develop and implement a sales strategy for your assigned region/customer base, aligned with Swissport’s objectives, focusing on customer acquisition, renewals, and wellness.
Meet new business growth objectives through aggressive prospecting, tailored solutions, and successful sales cycle completion
Build and maintain a strong sales pipeline with clear priorities and actionable steps to convert leads into contracts.
Collaborate with stakeholders to align on customer requirements and deliver competitive, accurate proposals.
Create tailored win strategies that address customer needs and clearly outline pathways to secure awards.
Document customer interactions and track progress in Salesforce, ensuring timely updates and reporting accuracy.
Prepare quarterly and annual forecasts, track progress, and adjust strategies as needed.
Ensure contracts, both new and retained, are profitable and aligned with EBIT targets, addressing underperformance promptly.
Achieve customer retention objectives, maintaining contracts with annual increases and capturing extraordinary price adjustments when necessary.
Build strong stakeholder relationships through regular in-person engagement.
Build and maintain strong customer relationships to ensure contract renewals and proactive issue resolution.
Foster collaborative relationships with all stakeholders involved in the sales process to ensure alignment and success.
Support the development of Proforma Pricing Models, ensuring accuracy and securing required approvals.
Support outstanding balance collection, addressing disputes and resolving issues efficiently.