Head Commerical

Job Purpose:

Role & responsibilities

Strategic Planning and Revenue Growth:

• Formulate and execute commercial strategies to optimize revenue from retail, food and beverage, advertising, car parking, Pranaam and other non-aero services tailored to the regional airports market.
• Collaborate with senior management to ensure commercial strategies support the airports overall strategic goals and market positioning.
• Conduct market research to identify revenue opportunities, enhance existing revenue streams, and adapt to local market trends.

Operational Management:

• Manage daily commercial operations to ensure effective and efficient delivery of non-aero services and facilities.
• Develop and implement operating procedures to maintain consistency and high service quality across the airport.

Budget Management:

• Create and manage the commercial budget, ensuring alignment with the airport's strategic objectives. Monitor budget performance, make necessary adjustments to address deviations, and optimize spending.
• Implement cost-effective practices and conduct regular financial reviews to identify cost-saving opportunities and ensure commercial activities stay within budget.

Market Analysis:

• Perform market analysis to uncover opportunities for growth and enhance competitiveness in retail, F&B, advertising, and leasing sectors. Utilize data to drive revenue optimization and adapt strategies to changing market conditions.

Compliance and Risk Management:

• Ensure adherence to legal standards and industry regulations, manage risks effectively, and maintain a secure environment to safeguard the airports reputation and assets.
• Develop and implement risk management strategies to mitigate potential risks and ensure business continuity.

Stakeholder Management:

• Build and maintain strong relationships with key stakeholders, including airlines, retailers, service providers, and regulatory authorities.
• Negotiate and manage contracts and agreements with commercial partners to ensure mutually beneficial outcomes.

Customer Relationship Management:

• Implement strategies to enhance customer experiences and drive revenue growth through CRM systems and personalized service offerings, ensuring high satisfaction and loyalty.

Litigation Management:

• Oversee commercial litigation cases, including contract disputes and compliance matters, in collaboration with the legal team to ensure effective resolution.

Team Leadership and Development:

• Encourage team collaboration and accountability, fostering a culture of continuous improvement to meet organizational goals effectively.
• Mentor and coach team members, identifying high-potential individuals and developing them into future leaders through focused development plans.

Digital Mindset:

• Promote the adoption of digital tools and technologies to enhance commercial operations, improve efficiency, and stay competitive in the market.
• Explore and implement innovative solutions to meet evolving customer needs and market trends.

Key Stakeholders - Internal:

• CEO
• CAO
• Marketing Department
• Finance Department
• Human Resources Department
• Operations Department
• Legal and Compliance Team
• Legal and Regulatory Affairs Team
• Customer Experience and Service Quality Team

Key Stakeholders - External:

• Airlines
• Vendors & Concessionaires
• Advertising Agencies
• Ground Handling and Service Providers
• Financial Institutions
• Management Organizations
• Government Regulatory Agencies
• Transportation Providers
• Technology and IT Services Providers

Preferred candidate profile

• Masters in Business Administration, Marketing, Finance, or a related field with a focus on commercial management, strategic planning, or airport management.
• 15+ Years of experience in a Commercial function with at least 5 years of work experience in similar capacity.