Head of Airline Key Account Management

Report and work directly with the VP of Aviation to support the interests and vision of Abu Dhabi Airports in its expansion plans and ambition to deliver excellent customer service. This role is responsible for the delivery of Aviation Development, defined as the retention and growth of commercial air service movements, passengers, and associated aeronautical revenues. This includes compiling and deploying account management and air service development strategies, and close collaboration with relevant stakeholders.

Responsibilities

1. Manage the execution of departmental objectives and holistic plans.
2. Propose and communicate KPIs for the department and its employees, ensuring alignment with AD Airports' strategic performance management framework and scorecard.
3. Support in developing an integrated capital plan for Aviation Development activities, including cash flow and traffic projections.
4. Assist in the development of departmental budgets and monitor budget spend against planned milestones.
5. Provide guidance on budget optimization and aeronautical revenue opportunities.
6. Support in overseeing the department's performance, ensuring alignment with the approved strategic and operational plans.
7. Engage with internal and external stakeholders to identify opportunities to improve the department's performance.
8. Identify the training and development needs of direct reports, with a focus on Emiratization.
9. Support in delivering employee engagement initiatives to improve year-on-year employee satisfaction.
10. Oversee the tactical delivery of air service development strategies for existing airlines.
11. Build and manage relationships with existing customers, enhancing connectivity to AD Airports and delivering compelling value propositions.
12. Deliver and update the route and airline marketing strategy, ensuring alignment with AD Airports' vision and business plan.
13. Support in managing route development financials, ensuring compliance with strategic agreements, and validating value propositions and incentive proposals.
14. Optimize relevant internal and external stakeholder engagement and foster collaboration.
15. Regularly report to the line manager and business units on traffic, competitor performance, trends, and issues, providing advice on necessary actions.
16. Represent AD Airports at industry events to raise awareness of AD Airports' value proposition.
17. Ensure business continuity and aeronautical revenue assurance.

Requirements and Skills

1. Qualifications/Education:
   
   • Bachelor's degree in business administration or a related field, or equivalent experience.
2. Experience:
   
   • Minimum of 10 years of experience in an Aviation Development/Air Services Development role.
   • Minimum of 8 years experience in Key Account Management.
3. Proven track record of achieving sustainable and holistic growth, with experience in airport and airline marketing.
4. Demonstrable experience in forging successful partnerships with customers and stakeholders, and delivering effective business development efforts.
5. Customer-oriented and collaborative approach.
6. Excellent communication, interpersonal, and mentoring skills.
7. Critical and holistic thinking with value-driven problem-solving skills.