Head of Strategic Accounts & Contract Performance

Overview

Abu Dhabi Aviation (ADA) is searching for a highly experienced Head of Strategic Accounts & Contract Performance to enhance the enduring commercial value of its key customer base throughout the contract lifecycle post-award. This leadership role carries accountability as the commercial steward for designated strategic accounts, encompassing contract success, customer satisfaction, governance, renewals, and expanding business potential. The position requires collaboration with multiple departments including Operations, Flight Operations, Maintenance, Engineering, CAMO, Finance, Legal, Procurement, HR, and Quality to ensure delivery of customer commitments while safeguarding ADA's commercial stance and uncovering avenues for improved profitability, retention, and lasting partnerships.

Key Responsibilities

• Lead and sustain strategic customer relationships post-contract award.
• Develop and implement detailed Strategic Account Plans.
• Foster executive-level connections with customers and guide business review meetings.
• Discover growth prospects and nurture enduring customer partnerships.
• Serve as commercial custodian overseeing contract scope, obligations, performance indicators, amendments, risks, claims, and contract renewals.
• Maintain contract governance frameworks and contractual obligation registries.
• Ensure contract compliance and assist stakeholders in interpreting contractual terms.
• Evaluate revenue streams, profit margins, and commercial risk exposures.
• Track contract adherence with KPIs and service standards, leading performance evaluations and forecasting.
• Generate management dashboards and detailed performance analytics.
• Engage proactively with key customer stakeholders through regular communication, quarterly reviews, and governance sessions.
• Address and resolve commercial disputes and customer satisfaction issues effectively.
• Lead contract renewals, negotiations, and modifications, identifying opportunities for service expansion, fleet augmentation, and contract scope growth.
• Support business development efforts within existing accounts to maximize value.
• Handle commercial claims and disputes, supporting legal negotiations to protect ADA’s interests.

Ideal Candidate Profile

• Holder of a Bachelor's Degree in Business Administration, Aviation Management, Engineering, Law, or a relevant field.
• At least 10 years of professional experience in Commercial Management, Strategic Account Management, or Contract Management roles.
• Background in aviation, aerospace, defense, or complex technical service sectors.
• Proven track record managing large-scale, long-term service contracts and strategic customer relationships with success.
• Demonstrated expertise in commercial negotiation, contract oversight, risk mitigation, and entire contract lifecycle management.
• Strong commercial and financial understanding enabling effective profitability and business growth management.
• Exceptional skills in communication, stakeholder management, influence, and relationship cultivation.
• Advanced analytical, problem-solving, and decision-making talents.
• Customer-oriented approach with the ability to lead interdisciplinary teams and promote continuous enhancements.