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Commercial Manager (002250) in London at Inmarsat

Date Posted: 10/22/2018

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Job Description

Primary role purpose:

The Commercial Manager shall pursue effective, value-driven portfolio management, leading the development and review of contracts, pricing and negotiations, for all of Inmarsat Aviation services, and shall produce and promote general pricing principles to provide direct customers and channel partners the accurate support while maximising the value.

Job Requirements

Key Responsibilities:

  • Work with Sales in the preparation and development of strategic bids, contributing to the creation of business proposals, strategic pricing, and/or promotions.
  • Lead the development and negotiation of principal terms, commercial milestones, and distribution agreements with commercial airlines (or Channel Partners) in cooperation with all involved internal stakeholders.
  • Hold regular meetings with the wider Aviation Business Unit (ABU) to assess success/failure of commercial bids and help develop and identify best practices, key success factors and lessons learned to enable the continued and success-orientated development of the Business Unit’s (BU) performance and growth.
  • Use industry knowledge and experience to steer and influence commercial decisions to ensure the best quality contracts are produced and that they are commercially viable.
  • Lobby internally to develop the product and pricing frameworks required to be more market efficient and successful.
  • Act as the key interface for negotiations across the ABU (suppliers, partners, existing contracts new initiatives)
  • Build strong relationships across the BU and the wider business to ensure the commercial input is focused and accurate.

Essential Knowledge and Skills:

  • Degree educated – or equivalent relevant work experience
  • Strong and relevant commercial experience in the aviation industry
  • Experience managing multiple complex contracts simultaneously
  • Proven ability to contribute to the successful winning of business by effective process management and delivery of commercial contracts
  • Ability to understand a breadth of complex information, to organize it logically, and to spot irregularities between bodies of information in the same document
  • Ability to challenge the various bodies of information through acute understanding of the various aspects – from satellite and aircraft technologies to airline and passenger service expectations
  • Natural relationship builder with ability to engage and influence internal parties

Desirable knowledge and skills

  • Demonstrable experience in a commercial facing, technology business role.
  • An understanding of the Air Transport market, its complete value chain and procurement's practices would be a strong advantage


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