Deputy General Manager - Commercial Development Strategist

JOB PURPOSE

BIAL is a business of businesses and has multiple sub brands* that have their own brand identities and KPIs aligned with the overall organization goals to drive revenue. This role primarily will define go to market strategy to achieve profitability.

Being responsible for driving Commercial Revenue Growth for the Airport by strategizing and implementing business development strategies to optimize the business performance and maximize the growth opportunities and providing enhanced customer experience at the airport.

PRINCIPAL ACCOUNTABILITIES

1.Strategic Planning and Business Development:

• Understanding the trends and dynamics of the Global Retail/ Travel Retail industry and developing short-term and long-term strategies to optimize business performance and maximize revenue opportunities.
• Understanding the customer profile & segmentation, Trends & Insights to develop and implement strategies for maximizing Space productivity and Spend Per Pax
• To Optimize Commercial Space Density by developing and executing space planning strategy through zoning, product/category mapping and brand mapping
• Implement the business development strategies across Retail, F&B and Services through physical, digital and Omni channel platforms.
• Identifying and Evaluating potential Brands, Products, Services, Concepts and Retailers etc. for the airport and devise a roadmap for strategic Partnerships and Alliances.
• Identifying & Onboarding Anchor Brands for key product categories to transform the Airport Brand environment as preferred destination for Retail, Entertainment and Dining.
• Building alliances with potential brands, retailers and start-ups to develop POCs/POP-UP store concepts for the airport to enhance customer experience

2.Building Strategic Alliances and Partnerships:

• Conduct Market Research, Benchmarking and Passenger profiling to identify new business opportunities.
• Monitoring the market trends in Retail and Hospitality industry, Airport Commercial Business, including Travel Retail, Hospitality, Duty Free, F&B and Identifying potential opportunities for strategic collaboration / partnerships.
• Implementing a progressive Tender Strategy for Partner Onboarding by constantly upgrading the selection/evaluation criteria based on market dynamics and business requirements.
• Making the Tender/Selection process efficient and transparent to ensure larger participation, fair evaluation and selection of right brand / partner.

3.Innovation, Market Intelligence and Implementation of Best Practices:

• To evaluate and analyze the current business trend, global best practices, market innovation of products & processes and customer buying patterns in a travel retail environment with a view to improve the existing product assortment, systems & processes, customer service and store ambience.

4.Project Management:

• Setting up an efficient and agile Project Management Process for Commercial Project execution

5.Leadership and Mentoring:

• Provide leadership, Support, mentor, and develop staff who directly report so they in turn develop and grow as valued resources.

Qualifications and Skills

• MBA / Post Graduation
• 12-15 Years with Retail / F&B Experience in a Senior Management role
• Familiarity with Digital innovation and emerging Trends in Travel Retail
• Strong Strategic Thinking, Negotiation, Stakeholder Management Skills
• Exposure to Retail and F&B domain
• Leadership
• Problem Solving & Decision Making
• Budgeting and P&L accountability