Chief Commercial Officer

A client of ours in the aviation industry seeks a Chief Commercial Officer who will be responsible for the airline’s overall commercial performance and long-term revenue sustainability. The successful candidate will provide executive leadership across revenue generation, network strategy, sales, marketing, pricing, distribution, cargo, strategic partnerships, and customer experience, ensuring sustained profitability within a dynamic and highly regulated aviation environment.

The role carries full ownership of commercial P&L performance and will drive market competitiveness across domestic, regional, and international operations.

Reports To: Chief Executive Officer

Location: Nigeria (Head Office – with domestic, international & regional travel)

Direct Reports:

• Head of Sales (Domestic & International)
• Head of Revenue Management
• Head of Network Planning & Scheduling
• Head of Marketing & Brand
• Head of Distribution & E-commerce
• Head of Customer Experience
• Head of Cargo (where applicable)

Key Roles and Responsibilities

Commercial Strategy & Revenue Growth

• Develop and execute the airline 5 year commercial strategy aligned with corporate objectives.
• Drive revenue growth across passenger, cargo, ancillary, charter, and loyalty streams.
• Lead pricing strategy for domestic, regional (West Africa), and long-haul markets.
• Identify and develop new revenue opportunities (ancillary services, bundled fares, loyalty monetization

Network Planning & Route Development

• Oversee route profitability analysis and route performance optimization.
• Lead feasibility studies for new routes (domestic, ECOWAS, intercontinental).
• Align network strategy with fleet planning and operational capacity.

Monitor market demand trends, seasonality, and competitor route strategies.

• Drive strategic route expansion into high-demand commercial corridors

Revenue Management & Pricing

• Oversee demand forecasting and inventory control systems.
• Ensure effective fare structuring and class segmentation.
• Optimize overbooking, seat allocation, and fare mix strategies.
• Monitor competitor pricing behavior and market responsiveness.
• Implement dynamic pricing strategies to maximize yield.

Sales & Distribution

• Lead corporate, trade, and institutional sales strategy.
• Strengthen relationships with travel agencies, OTAs, GDS platforms, and consolidators.
• Expand digital distribution channels and direct online sales penetration.
• Develop key corporate account acquisition and retention strategy.
• Drive sales performance targets and incentive structures.

Marketing & Brand Management

• Develop and execute integrated marketing strategy.
• Position the airline as a premium, reliable, and customer-focused brand.
• Lead digital marketing, social media, and performance marketing initiatives.
• Manage sponsorships, partnerships, and brand collaborations.
• Oversee PR and crisis communication

Customer Experience & Loyalty

• Develop customer-centric strategy aligned with service excellence standards.
• Improve Net Promoter Score (NPS) and customer satisfaction metrics.
• Oversee loyalty program strategy, partnerships, and monetization.
• Drive service differentiation within regulatory and operational constraints.

Cargo & Ancillary Revenue

• Maximize belly cargo revenue and dedicated cargo opportunities.
• Expand ancillary offerings (baggage, seat selection, lounge, priority boarding, etc.).
• Develop strategic cargo partnerships and freight forwarder networks.

Commercial Partnerships & Alliances

• Negotiate and manage interline, codeshare, and alliance agreements.
• Develop strategic partnerships with international carriers.
• Lead commercial negotiations on slot allocations and route rights (in collaboration with regulatory affairs).
• Represent the airline in industry forums such as:
• International Air Transport Association
• Nigerian Civil Aviation Authority
• Federal Airports Authority of Nigeria

Commercial Financial Management

• Own commercial P&L performance.
• Collaborate with Finance on budgeting, forecasting, and cost management.
• Monitor route-level profitability and corrective actions.
• Manage commercial cost base (distribution cost, GDS fees, marketing spend).

Regulatory & Compliance Alignment

• Ensure compliance with:
• Nigerian Civil Aviation Authority regulations
• International Air Transport Association commercial standards
• Manage commercial risk associated with fare regulation and consumer protection policies
• Ensure proper tariff filings and compliance documentation

Key Performance Indicators

• Revenue growth (% YoY)
• Load factor
• Yield & RASK
• Route profitability
• Market share (domestic & regional)
• Ancillary revenue per passenger
• Digital sales penetration rate
• Corporate contract growth
• NPS & customer satisfaction scores
• EBITDA contribution from commercial division

Required Skills and Competencies

Strategic

• Commercial foresight in volatile FX and fuel cost environments.
• Ability to balance yield vs load strategy.

Leadership

• High-performance team leadership.
• Cross-functional collaboration with Operations and Finance.

Analytical

• Strong data interpretation skills.
• Financial modeling and scenario planning capability.

Negotiation

• High-level contract negotiation (codeshare, GDS, airport fees).
• Government and regulatory stakeholder engagement.

Resilience

• Ability to lead through economic instability, policy shifts, and competitive pricing wars.

Experience and Qualifications

• MBA or relevant postgraduate qualification preferred.
• Minimum 12–15 years aviation commercial experience.
• At least 5 years in senior commercial leadership role.
• Strong understanding of airline revenue management systems.
• Experience in Nigerian or West African aviation market strongly preferred.
• Bachelor’s degree in Business, Economics, Aviation Management, or related field

How to apply

Interested candidate should send your resume to berekkahconsultingjobs@gmail.com with “Chief Commercial Officer” in the subject line. The deadline for applications is March 12th, 2026.

Job Type: Full-time