Company: Air India SATS Airport Services Private Limited (AISATS)
Location: Delhi, India
Job Type: Full-Time
Experience Level: Senior Management
About AISATS
Air India SATS Airport Services Private Limited (AISATS) is a premier airport services company, delivering integrated ground and cargo handling solutions to airlines across India. With a commitment to excellence, safety, and innovation, AISATS enhances the operational efficiency and customer experience of its airline partners at major airports nationwide.
Position Summary
AISATS is looking for a seasoned and dynamic Assistant Vice President – Commercial to drive profitable growth, strategic marketing, and customer relationship management for its ground handling services. The ideal candidate will bring a strong aviation background, exceptional negotiation skills, and a deep understanding of airline operations and commercial dynamics.
This role is critical to expanding AISATS’ market share, enhancing customer wallet share, and elevating the company’s positioning in the competitive airport services landscape.
Key Responsibilities
✈️ Marketing Strategy & New Business Development
- Identify and build strong relationships with scheduled airline carriers and charter operators.
- Develop and present compelling commercial proposals tailored to client requirements.
- Represent AISATS at key customer interactions, both locally and with international airline management.
- Conduct market research to understand competitor positioning and capitalize on emerging opportunities.
- Negotiate and finalize contracts with new and existing airline clients.
🤝 Customer & Contract Management
- Monitor contract renewals, revenue performance, and market share trends.
- Act as the primary liaison for airline customers, ensuring service satisfaction and responsiveness.
- Drive wallet share growth by upselling AISATS’ suite of value-added services.
- Facilitate customer-centric innovations through collaboration between operational and commercial teams.
📊 Operational & Administrative Excellence
- Ensure accurate dissemination of contract terms to operations and finance teams.
- Prepare, manage, and track annual marketing budgets.
- Conduct audits to validate billing accuracy and resolve disputes.
- Maintain comprehensive documentation of client agreements, feedback, and service outcomes.
📈 Performance Metrics & Branding
- Drive improvements in service quality, customer delight, and contract renewals.
- Contribute to AISATS’ brand visibility through consistent representation in industry events and publications.
- Compile and present regular reports on market trends, customer data, and growth forecasts.
Requirements
Education:
- MBA or Postgraduate degree in Marketing (preferred from a recognized university)
Experience:
- Minimum of 3 years in marketing, business development, or sales in the aviation or airport services sector.
Technical/Functional Skills:
- Advanced proficiency in MS Office (Excel, PowerPoint, Word)
- Strong analytical and financial acumen
- Expertise in preparing RFP responses and marketing documents
- Excellent communication, presentation, and negotiation skills
- Familiarity with airport operations and aviation regulations
Behavioral Competencies:
- Proven leadership and team management capabilities
- Strategic thinking with strong execution focus
- Excellent relationship-building skills with regulatory bodies and partners
- High standards of professionalism, ethics, and accountability
Key Performance Indicators (KPIs):
- Increase in AISATS’ airline clientele and service wallet share
- Successful negotiation and renewal of profitable contracts
- Customer satisfaction and retention metrics
- Revenue growth from new and existing accounts
- Market share improvements and brand presence in the industry
What qualifications are required for the AVP – Commercial role at AISATS?
A candidate must hold an MBA or Postgraduate degree in Marketing, with at least 3 years of relevant experience in aviation sales, marketing, or commercial roles.
Is prior aviation industry experience mandatory for this role?
Yes, aviation background is essential, as the role involves working closely with airline clients, understanding ground handling operations, and managing aviation contracts and negotiations.
What are the key responsibilities of this position?
The AVP – Commercial is responsible for new business acquisition, customer relationship management, contract negotiations, marketing strategy, and overall growth of AISATS’ commercial footprint.