Posting Start Date: 6/25/26
Job Title: Director Sales And Services
Job Location: Irving-USA-75039
Work Location Type: Hybrid
OverviewAt 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.
What you'll doStrategic 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
Knowledge, Skills and Experience- 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.
