About us

Since 1942, SkyChefs has taken culinary excellence to new heights. As a trusted partner to the nation’s leading airlines and retailers, we proudly deliver millions of meals and exceptional service experiences every year across 43 sites throughout the United States. Built on a legacy of operational excellence, culinary expertise, and continuous innovation, we are committed to setting the industry standard in aviation culinary, airline services, last-mile logistics, and retail commerce. From the kitchen to the runway, our teams work together to deliver quality, reliability, and service at every altitude. Our people are the heart of everything we do. At SkyChefs, a career is more than a job – it’s an opportunity to grow, lead, and make an impact in a fast-paced, team-driven environment. Join America’s first, foremost, and finest and take your career to new heights.

Overview

At SkyChefs, our airline partnerships are at the core of everything we do—and this role sits at the center of those relationships. We are seeking a strategic, commercially minded leader to serve as Director of Key Account Management, responsible for driving the performance, growth, and long-term value of a portfolio of our most important airline clients.

 

This is not a traditional sales role. Instead, you will act as a trusted advisor and primary commercial lead - leading the overall commercial relationship and performance of a defined portfolio of strategic airline customers. This role acts as the primary commercial contact for clients, ensuring contract fulfillment, financial performance, and long-term value creation.

 

The position is focused on sustaining and growing strategic partnerships, managing complex contractual environments, and leading periodic large-scale commercial proposals and negotiations. Unlike traditional sales roles, this position emphasizes relationship stewardship, operational-commercial alignment, and continuous business optimization.

What you'll do

Strategic Customer & Relationship Management

• Serve as the primary commercial owner and trusted advisor for assigned key accounts
• Build and maintain long-term strategic relationships at multiple levels within the customer organization
• Drive governance through structured engagement (e.g., QBRs, performance reviews, executive touchpoints)
• Anticipate customer needs and align internal stakeholders to deliver proactive solutions

 

Commercial Management & Contract Ownership

• Own the end-to-end commercial performance of the account, including revenue, margin, and contract compliance
• Ensure full contract fulfillment (SLAs, service specifications, pricing agreements) in close alignment with operations
• Lead pricing management, including adjustments and profitability improvement initiatives
• Manage contract lifecycle (implementation, optimization, renewal readiness)
• Oversee dispute resolution (billing, service, contractual topics) and drive timely resolution

 

Complex Proposal & Negotiation Leadership

• Lead large-scale, complex proposal processes and commercial negotiations
• Coordinate cross-functional teams to develop competitive, profitable, and executable solutions
• Own commercial proposal strategy, positioning, and negotiation approach
• Ensure alignment between proposal commitments and operational capabilities
• Drive successful contract awards, renewals, and renegotiations

 

Performance & Financial Management

• Monitor and manage financial performance (revenue, EBITDA, margin improvement)
• Identify and execute value creation opportunities within existing contracts
• Oversee accounts receivable and working capital metrics, ensuring adherence to payment terms
• Analyze customer performance data to inform decision-making and improvements

 

Operational & Service Alignment

• Act as the commercial interface to operations, ensuring alignment between contractual commitments and service delivery
• Support Client Excellence Director in resolution of performance issues through structured root cause and corrective actions

 

Business Development & Partnership Growth

• Identify and develop new business opportunities within existing accounts
• Explore strategic partnerships, service expansions, and innovation initiatives
• Contribute to long-term account strategy and growth roadmap

 

Customer Engagement & Executive Communication

• Lead high-level customer interactions, including senior leadership presentations and negotiations
• Ensure professional, consistent, and strategic communication across all customer touchpoints
• Represent LSG Sky Chefs as a value-driven, solution-oriented partner

 

Knowledge, Skills and Experience

• Bachelor’s degree in business administration or related field
• In addition, minimum of 7 years of experience in related field required
• Experience in customer service management of global scope 
• Experience in management/operation experience in in-flight catering preferred
• Strong interpersonal communication and negotiation skills, proven sales experience and “change agent” success, ability to build business relationships and interact with customers
• Proven commercial aptitude with respect to profitability analysis, pricing strategy, price/service negotiations
• Results driven – successful record of performance; proven problem-solver
• Proven ability of project management of advantage
• Analytical and conceptual abilities
• Presentation skills (incl. professional command of Excel, Word, Power Point)
• Team based management skills, works effectively and collaboratively in a cross functional environment
• Excellent computer skills, including knowledge of Microsoft Office application
• Proven leadership skills, can effectively direct efforts of those not in direct reporting chain.