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Dubai National Air Travel Agency (dnata) is one of the world’s leading air services providers, with a history dating back to 1959. Established to deliver ground handling services at the newly opened Dubai International Airport, dnata began operations with a small team of just five employees. From these early beginnings, the organisation grew steadily, playing an important role in supporting Dubai’s aviation ambitions by building reliable systems, developing skilled manpower, and maintaining high standards of operational excellence. This strong foundation enabled dnata to scale alongside the rapid growth of the airport and the region’s expanding global connectivity. A major milestone in dnata’s development was achieved in 1973 with the formation of a specialist cargo division. This marked the first significant expansion beyond core ground handling services. The introduction of dedicated cargo operations strengthened Dubai’s position as an emerging logistics and trade hub and led to a 50% increase in cargo volumes. In the decades that followed, dnata continued to diversify its services, investing in infrastructure, technology, and people to support growing passenger numbers, complex cargo requirements, and an expanding network of airline partners.

Today, dnata operates as a global air services provider with a presence across the Middle East, Europe, Asia, Australia, and the Americas. The organisation delivers a broad range of services, including ground handling, cargo, inflight catering and hospitality, retail, and travel services. Ground handling remains a core area of expertise, covering aircraft handling, passenger services, ramp operations, load control, and flight operations, all delivered with a strong focus on safety, efficiency, and regulatory compliance . The cargo division has evolved into one of the most advanced air cargo operations in the industry, offering cargo handling, warehousing, logistics, and freight forwarding services through modern facilities and specialised teams. dnata has also built a strong presence in inflight catering, delivering millions of meals annually, while its travel services division provides tour operations, travel management, and destination services, creating a diversified and resilient business model.

People remain central to dnata’s success. From its original five-member team to a workforce of tens of thousands, the organisation has consistently invested in training, professional development, and career progression. Employees represent a wide range of nationalities and backgrounds, contributing to a diverse and inclusive workplace culture that values safety, professionalism, teamwork, and continuous improvement. Ongoing investment in innovation, automation, digital systems, and sustainable solutions supports high service quality and compliance with international aviation standards. As part of the dnata Group, dnata Taxi operates as a trusted taxi and transport service provider in Dubai, supporting the city’s mobility needs. Working in coordination with the Roads and Transport Authority (RTA), dnata Taxi follows strict regulatory and service quality standards. The fleet consists of modern, well-maintained vehicles equipped with safety features and digital navigation systems, offering street-hail taxis, airport transfers, and pre-booked services, with a strong presence at Dubai International Airport. Professional drivers receive structured training in road safety, customer service, and route knowledge, supported by advanced dispatch and GPS-based systems that enhance efficiency and reliability. With a strong focus on safety, service excellence, and continuous improvement, dnata Taxi continues to provide stable employment opportunities and reliable transportation services across Dubai.

Open Positions & Qualifications

Key Account Manager (12-month FTC)

About the job

We’re En Route. We’re a welcoming bunch, with a down-to-earth outlook that helps build lasting relationships with customers and colleagues alike.

As global specialists in passenger solutions, supply chain services and sourcing for airlines and airline caterers, we operate globally as part of dnata, one of the world’s largest combined air services providers.

En Route’s expertise is one of the many reasons why we’ve enjoyed more than 20 years as a global food solutions partner, with offices in the UK, USA, Australia and UAE.

Are you ready to become part of our story?

Created by En Route colleagues, our values sit at the very heart of our business.

The Key Account Manager will operate within company guidelines, commercial plans, and investment parameters, working closely with Operational teams and other internal stakeholders to ensure seamless service delivery. The role also involves meeting regularly with customers to review performance, understand their needs, and ensure expectations are consistently met.

Total annual compensation: 282,000 AED (inclusive of travel and housing allowances).

• We expect the contract to last 12 months*

Key Responsibilities

• Act as a specialist primary point of contact between key customer/s and En Route global teams
• Take accountability for sales budget performance and adhering to contract framework with key stakeholders based in the UAE.
• Lead negotiations and strategy with key prospective accounts, making critical decisions.
• Grow market share, achieve, and exceed sales targets.
• Contribute to business development initiatives in the region, from project initiation through to mobilization
• Maintain and control a holistic view of the account with touch points from all departments that provide awareness for all account related matters as the key contact point for any escalations

Customer

• Represent the Customer in line with company values; motivating and inspire global teams to continuously improve and deliver against the customer requirements.
• Develop in-depth insights into customer businesses and establish strategic partnerships with decision-makers.
• 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.
• Develop and maintain partner account plans collaboratively supported by the Regional Account Director
• Conduct product presentation /range reviews at relevant intervals to ensure customers offering meets the needs of the account, to develop growth and profitability

Systems & Governance

• Ensure business case and pricing models are approved and adhered to, as per Company requirements.
• Maintain up-to-date customer and prospect records in En Route systems, ensuring accurate CRM data management for effective opportunity tracking.
• Ensure adherence to approved business case and pricing models as per company standards.
• Compile sales presentations with information provided by NPD, Creative and Marketing prior to any product proposal
• Collaborate with the Assistant Account Manager to ensure that all contracts and respective trackers are kept up to date.
• Sales and/or Airline Catering experience
• Proven success within strategic sales / commercial account management / business development
• Strong commercial awareness (essential)
• Experience in regional catering/food/logistics markets
• Highly numerate (to interpret and produce financial plans, account profit, margins, etc.)
• Good data and business analysis and reporting skills
• Able to construct and deliver influential commercial selling presentations
• PC literate including Excel, Word, PowerPoint, etc.
• Native speaker level English (spoken/written)
• Ability to prioritise workload, multitask and work to deadlines
• Adaptable to working in a dynamic environment with ability to multi-task with multiple external shareholders and customers.

How to Apply

Send CV to: EnRouteRecruitment@en-route.com

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