At SkyChefs, our airline partnerships are at the core of everything we do—and this role sits at the center of those relationships. We are seeking a strategic, commercially minded leader to serve as Director of Key Account Management, responsible for driving the performance, growth, and long-term value of a portfolio of our most important airline clients.

This is not a traditional sales role. Instead, you will act as a trusted advisor and primary commercial lead - leading the overall commercial relationship and performance of a defined portfolio of strategic airline customers. This role acts as the primary commercial contact for clients, ensuring contract fulfillment, financial performance, and long-term value creation.

The position is focused on sustaining and growing strategic partnerships, managing complex contractual environments, and leading periodic large-scale commercial proposals and negotiations. Unlike traditional sales roles, this position emphasizes relationship stewardship, operational-commercial alignment, and continuous business optimization.

Strategic Customer & Relationship Management

• Serve as the primary commercial owner and trusted advisor for assigned key accounts
• Build and maintain long-term strategic relationships at multiple levels within the customer organization
• Drive governance through structured engagement (e.g., QBRs, performance reviews, executive touchpoints)
• Anticipate customer needs and align internal stakeholders to deliver proactive solutions

Commercial Management & Contract Ownership

• Own the end-to-end commercial performance of the account, including revenue, margin, and contract compliance
• Ensure full contract fulfillment (SLAs, service specifications, pricing agreements) in close alignment with operations
• Lead pricing management, including adjustments and profitability improvement initiatives
• Manage contract lifecycle (implementation, optimization, renewal readiness)
• Oversee dispute resolution (billing, service, contractual topics) and drive timely resolution

Complex Proposal & Negotiation Leadership

• Lead large-scale, complex proposal processes and commercial negotiations
• Coordinate cross-functional teams to develop competitive, profitable, and executable solutions
• Own commercial proposal strategy, positioning, and negotiation approach
• Ensure alignment between proposal commitments and operational capabilities
• Drive successful contract awards, renewals, and renegotiations

Performance & Financial Management

• Monitor and manage financial performance (revenue, EBITDA, margin improvement)
• Identify and execute value creation opportunities within existing contracts
• Oversee accounts receivable and working capital metrics, ensuring adherence to payment terms
• Analyze customer performance data to inform decision-making and improvements

Operational & Service Alignment

• Act as the commercial interface to operations, ensuring alignment between contractual commitments and service delivery
• Support Client Excellence Director in resolution of performance issues through structured root cause and corrective actions

Business Development & Partnership Growth

• Identify and develop new business opportunities within existing accounts
• Explore strategic partnerships, service expansions, and innovation initiatives
• Contribute to long-term account strategy and growth roadmap

Customer Engagement & Executive Communication

• Lead high-level customer interactions, including senior leadership presentations and negotiations
• Ensure professional, consistent, and strategic communication across all customer touchpoints
• Represent LSG Sky Chefs as a value-driven, solution-oriented partner

• Bachelor’s degree in business administration or related field
• In addition, minimum of 7 years of experience in related field required
• Experience in customer service management of global scope 
• Experience in management/operation experience in in-flight catering preferred
• Strong interpersonal communication and negotiation skills, proven sales experience and “change agent” success, ability to build business relationships and interact with customers
• Proven commercial aptitude with respect to profitability analysis, pricing strategy, price/service negotiations
• Results driven – successful record of performance; proven problem-solver
• Proven ability of project management of advantage
• Analytical and conceptual abilities
• Presentation skills (incl. professional command of Excel, Word, Power Point)
• Team based management skills, works effectively and collaboratively in a cross functional environment
• Excellent computer skills, including knowledge of Microsoft Office application
• Proven leadership skills, can effectively direct efforts of those not in direct reporting chain.