Head of Commercial – Africa (Aviation)

About the role

The client, an aviation holding company, is seeking a Head of Commercial for Africa, based in Mauritania. Reporting to senior leadership, you will shape and execute the commercial strategy across multiple airports, driving both aeronautical and non‑aeronautical revenue growth.

Key responsibilities

• Define and lead the regional commercial strategy, identifying new opportunities in aeronautical and non‑aeronautical revenue streams.
• Own budgeting and forecasting, applying tailored pricing strategies and optimizing concession mixes.
• Deliver annual revenue growth targets, manage ROI for new projects and reduce vacant or under‑utilised space.
• Build and maintain strategic relationships with airport authorities, government bodies and concession partners (retail, F&B, services).
• Enhance the passenger journey through curated service offerings and digital integration.
• Ensure robust contract management and regulatory compliance to minimise revenue leakage.
• Mentor and develop direct reports, fostering a high‑performance commercial division.

Required profile

• Bachelor’s degree in business, finance, economics or a related field.
• 12‑15+ years of experience in airport commercial management, retail, real estate or concessions.
• Proven track record in multi‑site or regional commercial management within African markets.
• Strong background in contract negotiation, revenue optimisation and complex business case development.
• Fluency in English and French; Arabic is a significant advantage.

Required skills

• Strategic commercial planning and execution.
• Budgeting, forecasting and pricing strategy.
• Contract negotiation and compliance management.
• Stakeholder relationship building across airport and government entities.