Head of Commercial

Our client is one of the
leading multinational conglomerates. 

The Head of
Commercial is responsible for leading and driving the commercial strategy,
revenue generation, market expansion, customer acquisition, and strategic
partnerships for MAB Academy.  The role
is accountable for developing sustainable income streams across aviation
training, technical learning solutions, corporate learning programs,
institutional contracts, and regional business opportunities. The incumbent
will ensure achievement of revenue and profitability targets while
strengthening the Academy’s market position and customer portfolio.  This position provides strategic leadership
for all commercial activities and ensures alignment between market demand,
operational capacity, and long -term business growth objectives.

Key
Accountabilities:

• Develop
  and implement the Academy’s commercial strategy in alignment with corporate
  objectives.
  
• Established
  a growth in ASEAN market region.
  
• Identify
  new business opportunities, growth markets, and revenue streams locally and
  internationally.
  
• Formulate
  annual commercial plans, sales strategies, and growth initiatives.
  
• Monitor
  market trends, competitor activity, and industry developments to identify
  opportunities.
  
• Drive
  customer acquisition, account growth, and retention strategies.
  
• Drive
  MABA vision to achieve MAB Academy target revenue.
  
• Ensure
  accurate sales forecasting and pipeline management.
  
• Establish
  structured sales governance, account planning, and performance management.
  
• Manage
  strategic customer relationships and major commercial negotiations.
  
• Oversee
  external contract award on the bidding, tenders, RFP submissions, and contract
  renewals.
  
• Work
  closely with Training, Operations, and Academic Development to commercialize
  new programs and solutions.
  
• Recommend
  enhancements to program portfolio based on market demand.
  
• Drive
  digital learning, customized corporate solutions, and premium training
  offerings.
  
• Develop
  partnerships with airlines, airports, regulators, universities, OEMs,
  government agencies, and industry bodies.
  
• Negotiate
  collaboration agreements that enhance brand presence and revenue generation.
  
• Develop
  and manage performance data collection, dashboards, and reporting to drive
  continuous improvement.
  
• Oversee
  tracking and reporting of strategic initiatives, ensuring execution, alignment
  with business goals, and compliance with policies and risk frameworks.
  
• Lead
  and manage partnership agreements and strategic projects.
  
  

Requirements

• Tertiary level or
  recognized qualification(s) in Business Administration/ Bachelor’s Degree in
  Business Administration, Marketing, Commerce, Aviation Management, or related
  discipline.
  
• MBA
  or postgraduate qualification is an advantage
  
• 4 -6 years working
  experience in strategic planning, business development, business plan
  
• Demonstrated
  ability to handle and resolve complex problems related to the delivery of
  significant projects
  
• Competence in
  developing, implementing, and monitoring Key Performance Indicators and
  performance metrics.
  
• Proficient in
  managing project deliverables across units
  
• Proficient in leading teams in sales, account
  management, financial reporting, and strategic marketing.