Global Account Director

preJob Summary:

Responsible for delivering the strategy, customer service, growth and margin of the Air Canada account worldwide with particular focus on the hub operation in Toronto. Additionally, responsible for growing gategroup’s relationships and growing the total business.

The main responsibilities include:

• Being the main interface, including for contract, pricing, service and concept changes as well as business development.

• Deliver and manage the Toronto hub contract in Canada and develop the account across the breadth of gategroup’s portfolio worldwide.

• Lead all bids across the world.

• Be the champion within gategroup worldwide.

Main Duties and Responsibilities:

• Develops commercial strategy for the global account. Evaluates market research to generate network and customer strategy recommendations to meet changing market and competitive conditions.

• Customer Service: ensures that gategroup delivers its commitments for the hub contract, and manage the contract’s profitability. Monitor and drive all SLAs and KPIs for the account.

• Sales: Develops bid strategy, sales approach and negotiating tactics for obtaining new and retaining existing business for respective global account taking into account the business and contract objectives. Responsible for developing gategroup’s overall position and business volume.

• Develops business case analysis or product strategies with a focus on cross-brand product offerings developed in coordination with group companies.

• Engages in contract and pricing negotiations with customers including developing term sheets, reviewing contract proposals, analyzing customer proposals, and developing recommended counter-proposals.

• Establishes and maintains relationships with customers, industry influencers, and key strategic partners.

• Monitors adherence to standards for commercial contracts, pricing, marketing collateral, and product presentations.

• Management and development of team including performance management and objective setting.

• Constantly looking for ways to grow and develop the business through customer insights and feedback. Anticipating future customer requirements.

Qualifications

Education:

• Bachelor degree required

• A Masters is a plus

Work Experience:

• 10+ years’ business development, sales, customer service, airline catering and / or related airline or F&B experience.

• Strong customer presence & experience running global blue-chip accounts.

• Ability to build broad customer relationships with different hierarchical levels and to communicate verbally and in writing with internal and external persons at all levels of the business.

• Familiarity with RFI/RFQ commercial process.

• Financial skill in order to understand P&L, margin improvement to drive customer profitability.

• Team management experience, both directly and in a matrix.

• Ability to anticipate, analyze and solve practical problems / issues at both a strategic and functional level.

• Ability to work in a culturally diverse and international environment.

• Experience of working within teams that span various functions / skills and operate in a matrix.

• Proficiency in MS Office with particular strength in Excel and PowerPoint

Language / Communication Skills:

• Fluent in English language skills are essential plus French

Job Dimensions

Geographic Responsibility: Global

Type of Employment: Full time

Travel %: No more than 50%

Internal Relationships: Commercial Function, Managing Directors, Corporate Development, Culinary Excellence, general organization

External Relationships: customers, vendors

Budget / Revenue Responsibility: (Local Currency)

Organization Structure

Direct Line Manager (Title): Chief Commercial Officer, gategroup

Dotted Line Manager (Title, if applicable): 0

Number of Direct Reports: 2-3

Number of Dotted Line Reports: 0

Estimated Total Size of Team: 5-10

gategroup Competencies Required to be Successful in the Job:

• Thinking – Information Search and analysis & problem resolution skills

• Engaging – Understanding others, Team Leadership and Developing People

• Inspiring – Influencing and building relationships, Motivating and Inspiring, Communicating effectively

• Achieving – Delivering business results under pressure, Championing Performance Improvement and Customer Focus

Demonstrated Values to be Successful in the Position:

Employees at gategroup are expected to live our Values of Excellence, Passion, Responsibility and Respect

The above statements are intended to describe the general nature and level of work being performed by the individual(s) assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required. Management reserves the right to modify, add, or remove duties and to assign other duties as necessary. In addition, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Candidates will be required to go through a criminal background check and pre-employment background check .

gategroup is an equal opportunity employer committed to workforce diversity. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or other ground under applicable law.

Gate Gourmet Canada Inc. is pleased to accommodate applicants who have a disability up to the point of undue hardship during the recruitment, assessment and selection process. Please inform our Recruitment Team if you require a disability-related accommodation to participate in the recruitment process.