Head of Sales

Head of Sales

Join to apply for the Head of Sales role at dnata (United Kingdom).

Company Overview

dnata is one of the world’s largest air and travel services providers. We provide a comprehensive range of inflight catering, onboard retail, supply chain and logistics services at all major and regional airports across the UK. Dnata Catering provides expertly crafted inflight catering services, delivering fresh and high‑quality meals at major and regional airports across the UK. As the leading Halal caterer in the UK, we also provide tailored experiences to meet each customer’s unique needs. We’re a leader in VIP catering, offering bespoke inflight services to private and charter clients.

The Role

The Head of Sales will lead the strategic and commercial relationship with one of our most important airline partners. The role is accountable for driving profitable growth, strengthening partnership engagement and ensuring exceptional delivery across all aspects. This is a senior commercial leadership role requiring strong client management, negotiation and cross‑functional influence. The successful candidate will act as the key interface between our partner and our internal teams, shaping long‑term account strategy while delivering against short‑term performance objectives – particularly through periods of contract renewal or re‑tender.

Key Responsibilities

• Own and deliver the account strategy, ensuring alignment with both the airline’s priorities and our company’s commercial goals.
• Lead contract management and complex commercial negotiations, including major renewal and bid processes.
• Drive revenue growth and innovation across product, service and operational dimensions of the partnership.
• Collaborate closely with culinary, supply chain, operations and finance teams to deliver seamless service performance and continuous improvement.
• Build and maintain senior‑level relationships – from procurement and catering operations to inflight experience and commercial leadership.
• Develop and manage revenue forecasting, margin delivery and performance tracking.
• Lead, motivate and develop the sales / account management team, fostering a culture of ownership, responsiveness and innovation.
• Represent the company as a trusted partner in all interactions, ensuring our values are consistently reflected.

Required Skills

Preferred Skills

Benefits

Next Steps

If you're invited to interview, please let us know if there are any adjustments we can make to ensure you're cleared for take‑off and able to perform at your best. We’re committed to making the recruitment journey as smooth and inclusive as possible.

Our roles attract high volumes of applications, so it may take us a little time to taxi through them all. We aim to respond to every application within 14 days. If you haven’t heard from us by then – or if you have any questions about this or other opportunities – feel free to contact a member of our Talent crew for further assistance.

We appreciate your patience while we navigate the runway!

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