About Us

Headquartered in Singapore, SATS Ltd. is one of the world’s largest providers of air cargo handling services and Asia’s leading airline caterer. SATS Gateway Services provides airfreight and ground handling services including passenger services, ramp and baggage handling, aviation security services, aircraft cleaning and aviation laundry. SATS Food Solutions serves airlines and institutions, and operates central kitchens with large-scale food production and distribution capabilities for a wide range of cuisines.

SATS is present in the Asia-Pacific, the Americas, Europe, the Middle East and Africa, powering an interconnected world of trade, travel and taste. Following the acquisition of Worldwide Flight Services (WFS) in 2023, the combined SATS and WFS network operates over 215 stations in 27 countries. These cover trade routes responsible for more than 50% of global air cargo volume. SATS has been listed on the Singapore Exchange since May 2000. For more information, please visit www.sats.com.sg

Why Join Us

At SATS, people are our greatest asset and we build our success on the knowledge, expertise and performance of every contributor, by embracing diversity and uniqueness. As part of our holistic approach and commitment to embracing FAM (Fulfilling, Appreciated, Meaningful) in the workplace, we offer the runway to develop Fulfilling careers that foster your career growth, recognising and Appreciating the strength of talent and capabilities that we continue to build internally; and inspiring and encouraging each other to make Meaningful contributions in the work we do at SATS.

Key Responsibilities

The Global Head of Commercial Excellence is an important leadership role responsible for designing, orchestrating and driving the evolution of our Commercial function from good to great. Reporting to the Chief Commercial Officer, and part of the Global Commercial Leadership Team, this role owns the Commercial Excellence program encompassing processes, tools, training, planning, target setting and performance management.

In addition, this role is directly responsible for tender support, leveraging AI and other relevant tools to assist Account Managers with optimizing tender responses including value proposition, narrative, collateral, costing and pricing.

The successful candidate will blend strong prior experience in Commercial Excellence with hands-on leadership to drive continuous improvement and relevant step changes on the journey towards excellence. They will manage a small global team of colleagues and leverage relevant technology as well as the broader organisation to achieve this.

This role requires a clear vision for Commercial Excellence, strong program-building skills, and the ability to foster collaboration to improve the company’s Commercial capabilities and performance to achieve continuous profitable growth in the top quartile of our industry.

Strategic & Program Leadership

• Lead the global Commercial Excellence function and design, orchestrate and drive the evolution of our Commercial function from good to great
• Collaborate with relevant stakeholders to bring the Commercial Excellence program to life

Processes, Tools & Training

• Process owner for Commercial processes across Sales, Marketing and Product Management
• Commercial Product Owner of Commercial tools including CRM, RFx response and other relevant tools
• Collaborate with Human Capital and other relevant colleagues to:
  • Develop and maintain competency models and assessments across the Commercial function
  • Develop, maintain and run Commercial training programs

Planning, Target-setting, Performance Management & Reporting

• Responsible for regular reviews of Target Markets, Customer Segmentation and Sales Coverage to optimize return on sales investment and deliver on our strategy
• Manage sales planning and target-setting in accordance with strategic direction and ambition
• Drive Commercial performance management and reporting including establishing KPIs, metrics and dashboards
• Collaborate with Human Capital on establishing, developing and maintaining an effective Sales Incentive Scheme

Tender Support

• Lead the tender support team to provide world-class tender support to Account Managers globally
• Collaborate with cross-functional teams and leverage technology to:
  • Provide quick and high-quality responses to all standard tender questions
  • Develop and optimize costing and pricing models and strategies
• Help Account Managers pull together sales collateral, case studies and other relevant materials for winning tender responses

Global Team Leadership

• Lead, mentor and develop a small, distributed team of Commercial Excellence colleagues into a high performing team
• Foster a culture of ownership, performance and continuous improvement within the team

Key Requirements

• More than 10 years of progressive experience in at least five of the following disciplines:

o    Commercial Excellence
o    Tender Management
o    Sales Management
o    Process Ownership
o    Performance Management & Reporting
o    CRM Management
o    Sales Planning and Optimization
o    Program Management
o    Training Management
o    Sales Incentive Scheme Management

• Knowledge of standard Commercial processes and tools
• Ability to translate data into actionable insights for stakeholders at all organisation levels
• Someone who is structured, process and data driven, and accountable and results-focused
• Team player who is collaborative, adaptable and resilient
• Proactive and curious, with an interest in keeping up with evolving technology