WFS, a member of the SATS Group, is a global air cargo logistics leader and best in class ground handling partner.
We offer services for Air Cargo, Ground Handling and specialist needs. 
SATS-WFS has a strong presence across a combined network of over 215 locations and employs over 46 000 of the finest professionals all over the world.  

Commercial Director WFS Cargo & Ground Handling Services Spain 
Job Title: Commercial Director WFS Cargo & Ground Handling Services Spain
Reporting to:  SVP Commercial EMEA / Spain Managing Director
Location: Madrid with extensive National/European travel.

Company Description
WFS, a member of the SATS Group, is a global air cargo logistics leader, and the number 1 global operator in cargo handling, with a global network spanning over 190 locations in five continents. We provide best-in-class, safe and secure cargo services, as well as passenger, ramp, baggage services in selected airports. Embedded in our culture is a commitment to continuous improvement. We believe the key to sustainable operational excellence is ensuring that the people at the heart of your operations have the right mindset to drive new ways of working and the development of innovative technologies.

Role Purpose
To develop and execute the commercial strategy, together with the Region SVP Commercial and the Country MD, for the cargo and ground handling services. The role focuses on revenue growth, customer retention, contract negotiations, market expansion, and the development of strategic partnerships with airlines, freight forwarders, GSAs, logistics providers and airport stakeholders. The Commercial Director ensures the organization maintains a strong competitive position while delivering sustainable profitability and the highest standards of operational excellence and customer service.

Key Responsibilities

Commercial Strategy & Business Development
•    Develop and implement the company's commercial strategy for cargo and ground handling services.
•    Identify new business opportunities.
•    Lead commercial negotiations for new contracts, renewals, and service agreements.
•    Drive revenue growth and achieve annual sales and profitability targets.
•    Monitor market trends, competitor activities, and customer requirements.
•    Lead on significant commercial projects, ensuring all tenders/plans are robust and meet critical milestones.
•    Develop strong stakeholder's relationships across the Spain businesses.

Customer Relationship Management
•    Build and maintain strong relationships with airline management teams and key stakeholders.
•    Conduct regular business reviews with customers to ensure service excellence and identify growth opportunities.
•    Develop customer retention initiatives and long-term partnership strategies.
•    Handle high-level customer escalations and commercial disputes.
•    Understand key business insights in the WFS customer experience, so they can be applied to all commercial activities

Contract Management
•    Lead the preparation, negotiation, and execution of commercial agreements.
•    Ensure Service Level Agreements (SLAs), KPIs, pricing structures, and contractual obligations are clearly defined and monitored in coordination with the Ops department and the KAM at Region/Global level
•    Collaborate with legal and finance teams during contract reviews and negotiations to ensure contracts are both legally compliant, fair and robust with fully defined scope and delivery obligations.
•    Develop/manage efficient and effective commercial controls and audit procedures to ensure both internal/external contractual compliance.

Leadership & Collaboration
•    Lead and develop the commercial team at country level
•    Work closely with MD, Operations, Finance, HR, Safety, Quality, and IT departments to ensure commercial commitments are delivered. Coordinate actions with the rest of Commercial team at region level and with the KAM
•    Foster a customer-centric and performance-driven culture.
•    Support organizational growth initiatives, acquisitions, and strategic projects.
•    Communicate lessons-learnt and ideas back through the appropriate business channels.
•    When requested, participate in wider WFS Group initiatives as they apply to WFS Spain businesses.

Industry Representation
•    Represent the company at industry conferences, airline meetings, trade events, and airport forums.
•    Strengthen relationships with airport authorities, regulators, and industry associations.
•    Promote the company's brand and market reputation, promote the company and engender positive relations with suppliers, customers and other stakeholders.

Key Performance Indicators (KPIs)
•    Annual revenue growth.
•    Gross margin and profitability targets.
•    Customer retention rate.
•    New contract acquisitions.
•    Contract renewal success rate.
•    Market share growth.
•    Customer satisfaction scores.

Education, Experience, Skills & Requirements
•    10+ years of experience in aviation cargo and ground handling services.
•    Fluency in English and Spanish.
•    Proven commercial acumen, with the ability to translate that into effective strategic initiatives and commercial plans.
•    Results focused and able to set clear goals and execute them, and setting the appropriate metrics.
•    Strong understanding of cargo operations, ground handling services and airport environments.
•    Demonstrated ability to deal with sensitive information in confidential manner with unquestionable integrity,
•    Negotiation and influencing skills.
•    Financial and analytical capabilities.
•    Leadership and team management.
•    Customer relationship management.
•    Contract and pricing expertise.
•    Presentation and communication skills.
•    Ability to work effectively under pressure with a diverse range of stakeholders and at all levels across the business.
•    Excellent planning and organization skills with the ability to manage conflicting priorities and the ability to work with tight deadlines.

Competencies:
•    Safety
•    Customer focus
•    Respect
•    Excellence
•    Teamwork

Equal Opportunities

At WFS, we are committed to equal treatment and equal opportunities for all people, regardless of gender. In line with this commitment, we have established an Equal Opportunities Plan in accordance with Organic Law 3/2007 of 22 March on effective equality between women and men, as well as other applicable legislation on equality.
WFS integrates the principle of equal treatment and equal opportunities into all our people management policies and procedures, ensuring that there is no direct or indirect discrimination on the grounds of gender.
Furthermore, where there is an underrepresentation of either gender within a specific department or professional group, positive action measures may be adopted to promote a more balanced representation, provided that candidates meet equivalent standards of suitability, merit, ability, qualifications, and competencies for the position.
This commitment also includes monitoring and reviewing potential gender gaps, promoting shared responsibility, supporting work-life balance, preventing harassment, and fostering inclusive and respectful working environments that embrace diversity.