Job Title: Manager – Marketing & Business Development (Aviation Services)
Location: Delhi
Industry: Aviation / Ground Handling Services
Department: Commercial & Strategy
Employment Type: Full-Time
Experience Required: Minimum 3 Years in Marketing & Sales (Aviation Preferred)
Job Description
AISATS (Air India SATS) is seeking a proactive and performance-driven Manager – Marketing & Business Development to promote and profitably grow AISATS’ ground handling business and market share in Delhi. This is a pivotal role that involves strategic sales, relationship management, market intelligence, and customer success across scheduled, charter, and ad hoc airline carriers.
The ideal candidate is a sharp negotiator, market-savvy professional with strong people skills, business acumen, and the ability to represent AISATS’ high standards of service excellence.
Key Responsibilities
1. Business Acquisition – Scheduled Carriers
- Build strategic relationships with competitor-handled airlines to gather intel and position AISATS competitively.
- Identify potential airline clients, establish early engagement with decision-makers (local and global), and pitch AISATS’ service capabilities.
- Develop tailored commercial proposals and negotiate service contracts ensuring alignment with operational and financial goals.
- Facilitate airline visits, presentations, and end-to-end onboarding.
- Lead successful contract closures, including pricing and service scope finalization.
2. Contract Management & Wallet Share Expansion
- Monitor key accounts and proactively initiate contract renewals.
- Review customer data and propose value-driven renewal strategies.
- Cross-sell and upsell AISATS’ suite of services to existing customers.
- Foster innovation in service delivery by collaborating with customers and internal teams.
3. Customer Engagement & Market Share Monitoring
- Serve as the internal advocate for airline clients by supporting operations in service delivery.
- Monitor customer satisfaction and provide quick resolutions in collaboration with operations.
- Analyze market share trends and develop action plans to increase AISATS’ footprint.
4. Charter & Ad Hoc Carrier Development
- Understand the structure and stakeholders in the charter segment including agents.
- Build relationships, develop targeted proposals, and increase charter handling revenue.
- Monitor yield and performance metrics in this space and drive sustainable growth.
5. Marketing Administration & Strategic Reporting
- Maintain contract databases and support finance with billing compliance.
- Conduct regular audits to ensure proper service and invoice alignment.
- Track customer feedback and manage escalations effectively.
- Generate monthly, quarterly, and annual market intelligence reports.
- Assist in developing the annual marketing budget and track performance.
Key Result Areas (KRAs)
- Increase AISATS’ market share and profitability
- Drive successful contract acquisitions and renewals
- Strengthen customer relationships and satisfaction
- Create impactful proposals that win RFPs
- Deliver data-driven market insights to support business decisions
- Enhance AISATS’ brand visibility and perception in the market
Qualifications & Experience
- MBA or Master’s in Marketing from a recognized university (preferred)
- Minimum 3 years of experience in Sales and Marketing, preferably in aviation or logistics
Key Skills & Competencies
Technical & Functional Skills
- Strong MS Excel, Word, and PowerPoint proficiency
- Ability to interpret financials, calculate fees, and analyze ROI
- Marketing analysis and strategic business development
- Professional communication, presentation, and negotiation skills
- Event and campaign planning and execution
Behavioral Competencies
- Strong interpersonal and leadership skills
- Team player with cross-functional collaboration abilities
- Strong regulatory relationship management (DGCA, AAI, etc.)
- Accountability for Quality, Safety, and Service Excellence
1. What is the core responsibility of this role at AISATS?
The primary responsibility is to grow AISATS’ ground handling business by acquiring new airline clients, renewing existing contracts, and increasing customer wallet share through effective marketing and relationship management.
2. Is aviation experience mandatory for this role?
While not strictly mandatory, prior experience in the aviation, logistics, or ground handling industry will be a significant advantage for understanding customer needs and operational nuances.
3. What skills are essential to succeed in this role?
You’ll need strong negotiation, communication, and analytical skills, along with market intelligence, contract management, and a deep understanding of airline operations and financial modeling.