Senior Account Manager; Commercial

At En Route, we don’t just support the journey - we elevate it.

Born in 2002 and now the leading global specialist in passenger solutions, supply chain services, and innovative onboard products, we bring creativity, precision, and passion to the world’s airlines. As part of dnata, one of the world’s most respected air and travel services providers, our impact stretches across six continents, supported by world‑class catering, travel, cargo, and ground handling expertise. From serving 100 million+ meals a year to providing award‑winning aviation services across the world, dnata’s global capabilities supercharge everything we do.

With offices strategically located across the UK, USA, UAE, and Australia, we combine global intelligence with local insight, connecting people, ideas, and supply chains with unwavering reliability. Whether crafting innovative meal concepts, designing standout packaging, or orchestrating end‑to‑end logistics, En Route brings solutions that are not only smart, but scalable, sustainable, and beautifully executed.

And what truly sets us apart? Our people. Working here means joining a team that’s passionate, pioneering, and constantly pushing boundaries. It means being part of a business supported by dnata’s continuous global investment, technological innovation, and sustainability commitments.

At En Route, you can help shape the future of onboard hospitality, collaborate with global partners, and see your work take flight…literally! Because, when you join us, you’re not just starting a job. You’re joining a global movement redefining the passenger experience.

Job Purpose:

The Senior Account Manager (SAM) is responsible for leading and exceeding sales & profit targets for the region through the development and execution of strategic business strategies. Working within company guidelines and investment parameters, the SAM will drive growth by acquiring new net sales, increasing sales to existing customers, and maintaining customer retention.

Collaboration with operational and cross-functional teams is essential to ensure exceptional service delivery and customer satisfaction. Additionally, the SAM may have line management responsibilities, overseeing a team of account managers to achieve collective goals and objectives.

Key Responsibilities:

• Take ownership of sales budget performance and engage in contract negotiations with key stakeholders across the UK/EU to impact the departmental P&L significantly.
• Expand market share, achieve, and surpass sales & gross margin objectives.
• Lead negotiations and strategy with key prospective accounts, making critical decisions.
• Conduct quarterly meetings with key prospects and customers to review performance and strategize.
• Cultivate and manage commercial relationships for En Route in the region.
• Develop in-depth insights into customer businesses and establish strategic partnerships with decision-makers up to the main board level.
• Understand customer business development plans and align En Route’s support to enable their success.
• Conduct periodic product/range reviews to ensure offerings meet account needs and drive growth and profitability.
• Generate market activity reports, analyse trends, and present findings to the senior team as needed.
• Provide accurate and timely performance, financial, and volume forecasting and reporting for accounts, considering market dynamics and business fluctuations.
• Collaborate with Marketing to analyse competitor activities and propose strategic changes based on data insights.
• Develop and implement a strategic sales plan in coordination with Commercial, NPD, and Creative teams to achieve sales and margin targets.
• Contribute to business development initiatives in the region, including tender processes (RFQ/RFP, etc.).
• Ensure adherence to approved business case and pricing models as per company standards.
• Manage project implementations in collaboration with the operational team to ensure a seamless transition from concept to operation.
• Inspire and motivate the local team to enhance performance and meet customer expectations.
• Serve as a role model for the team, offering coaching and support to the operational team as needed.
• Provide…