Deputy Head of Commercial and Aviation

About the role

The Deputy Head of Commercial and Aviation supports the B2B Director in leading the commercial and aviation business, driving profitable growth while ensuring compliance with company standards and regulatory requirements.

Key responsibilities

• Act as second‑in‑command to the B2B Director, maintaining continuity of decision‑making and operations.
• Contribute to defining and executing the commercial strategy for B2B and aviation segments.
• Lead, coordinate and challenge the sales team on targets, pipeline development, customer retention and account profitability.
• Manage key customer relationships, strategic negotiations, tenders, pricing proposals and commercial agreements.
• Monitor sales performance, margins, credit exposure, overdue receivables and market trends, recommending corrective actions.
• Collaborate with operations, supply, finance, legal, HSE and other functions to ensure reliable service and contract execution.
• Support aviation business development, ensuring high service standards and regulatory compliance.
• Drive commercial governance through accurate forecasting, performance reviews and disciplined follow‑up.
• Develop team capability through coaching, performance management and succession planning.

Required profile

• Master’s degree or equivalent.
• Visionary mindset to grow B2B business in a dynamic environment.
• Adaptability to complex business and cultural contexts.
• Self‑driven attitude for sustainable performance improvement.
• Strong interpersonal skills to work with diverse partners.
• Team‑player orientation to enhance engagement and collective success.

Required skills

• Commercial strategy development
• Key account management
• Tender and contract negotiation
• Pricing and margin management
• Forecasting
• Market and competitor analysis
• Credit risk management
• Business performance monitoring
• Team leadership