Head of Commercial

MENZIES-RAS Pvt Ltd is a leading provider of integrated aviation services committed to delivering safe, efficient, and seamless operations for airlines and airports across Pakistan. The Head of Commercial role is pivotal in shaping and executing the companys commercial strategy to drive revenue growth, customer acquisition, and profitability across its aviation service portfolio. This position entails full ownership of business development, strategic account management, commercial negotiations, pricing strategies, and contract management. The role collaborates closely with Operations, Finance, and other departments within Menzies Aviation to strengthen the companys market position as a preferred partner in the aviation sector. The successful candidate leverages deep market insights and competitive intelligence to identify growth opportunities and maintain a robust commercial pipeline. With more than 12 years of experience in commercial leadership within aviation or similar B2B services environments, this individual demonstrates strong financial acumen, exceptional negotiation skills, and the ability to build and maintain senior-level relationships with airline and cargo stakeholders. Although this role does not involve managing a team, it requires outstanding leadership qualities to influence cross-functional collaboration and ensure alignment between commercial objectives and operational capabilities.
Responsibilities
- Develop and implement the annual commercial strategy and business development plan aligned with MENZIES-RAS's objectives.
- Monitor industry trends in airlines, airports, and cargo markets to convert market intelligence into actionable growth initiatives.
- Build and maintain a diversified commercial pipeline, ensuring disciplined opportunity conversion into profitable contracts.
- Identify and exploit opportunities to increase revenue and wallet share from existing customers.
- Lead acquisition efforts for new airline, cargo, and strategic customers throughout Pakistan.
- Establish and nurture senior-level relationships with airline management, procurement teams, cargo operators, and airport stakeholders.
- Manage the full lifecycle of RFPs, RFQs, tenders, proposals, and commercial presentations from opportunity identification to contract award.
- Create compelling commercial offers that leverage MENZIES-RAS's operational expertise and global aviation platform.
- Forge strategic partnerships to support long-term company growth.
- Steer commercial contract negotiations, including new contracts, renewals, extensions, and expansions.
- Collaborate with Finance and Operations teams to develop competitive, financially sustainable pricing models reflecting service requirements, costs, risks, and targeted margins.
- Ensure contracts include commercial protections, escalation mechanisms, service level agreements, and performance benchmarks.
- Identify and act on opportunities to enhance contract profitability and mitigate commercial risks.
- Develop a structured approach to managing key airline and cargo accounts, maintaining continuous engagement with senior decision-makers.
- Lead commercial discussions around contract renewals, service extensions, pricing adjustments, and customer requirements.
- Work proactively with Operations to resolve customer issues and protect critical relationships.
- Explore cross-selling and service expansion within the existing customer base.
- Enhance commercial processes, including pipeline management, pricing, tendering, approvals, contracting, and customer management.
- Introduce and maintain effective CRM systems, pipeline tracking, and commercial reporting disciplines.
- Keep abreast of competitor activity and market conditions to inform management decisions.
- Establish consistent bid/no-bid decision-making protocols, pricing approval processes, and post-bid evaluations.
- Ensure that all commercial commitments align with operational capabilities and uphold MENZIES-RAS's safety, quality, and compliance standards.
- Promote a culture of safety, security, and compliance by adhering to all health and safety policies and procedures, reporting hazards and incidents promptly, and participating in training initiatives.

Skills

Competitive Intelligence Cross-functional Collaboration Business Model Canvas Agile Methodology CRM software proficiency Sales Leadership Business Development Market Analysis Commercial Strategy Development Pricing Strategy Revenue growth management Market Research Business negotiation tactics Pricing model development Stakeholder Management Negotiation Contract Management Customer Relationship Management Tender Management Financial Acumen Strategic Account Management

Job Details

Total Positions:

1 Post

Job Type:

Full Time/Permanent

Job Location:

Islamabad, Pakistan

Gender:

No Preference

Minimum Experience:

12 Years

Apply Before:

Sep 01, 2026

Posting Date:

Aug 20, 2026

MENZIES-RAS Pvt Ltd

· 2001-2500 employees - Islamabad

Menzies-RAS (Pvt.) Ltd. is an ISO 9001:2015 & OHSAS 18001:2007 Certified Ground Handling Company, which right from its inception embarked upon the mission to introduce the best “Ground Handling Practices” consistent with the International Standards. The tenets of best practices in passenger handling, cargo management, ramp operations, baggage handling, equipment reliability, occupational health & safety, security and human resource development are our hall mark.