Gm- Non Aero

Location: Delhi, IN- Company: GMR Airports Limited**JOB PURPOSE**:

Responsible for Achievement of Retail business at DIAL, by planning ,development & execution of Business Plans through business partners with support of Internal & External stakeholders
Lead the commercial function for the non-aero related channel (includes Retail, F&B, Services & Revenue /Billing), working in collaboration with the Sector team, Airport Commercial team and business partners (Concessionaires etc.) with an objective of creating a unique experience for passengers at the airport and ensuring that the defined revenue targets are achieved.
The role encompasses planning, development & execution of Business Plans in collaboration with business partners and engagement with Internal & External stakeholders.

**ORGANISATION CHART**:
GM NON-Aero -> Head Commercial and BD

**KEY ACCOUNTABILITIES**:
**Accountabilities**

**Key Performance Indicators**
- Commercial (Non-Aero) Department Annual Operating Plan
- Support GAL- VP Business in preparing the Annual Operating Plan (AOP) in alignment with airport commercial team and collaboration with other department heads
- Achievement of the targets defined in AOP
- SPP
- Sales, Income, IPP, SPP & growth
- Deviation from department budget - Budgeted vs. Actuals
- Drive growth in existing portfolio across all categories
- Continuously look at refreshing the commercial concept so as to increase channels of revenue as well as customer interest in using the airport as a definite shopping option
- Support existing business partners to increase sales in their respective portfolios. Conduct consumer spend analysis, store wise product sales analysis, consumer behavior analysis, analysis of product bundling options etc to increase sales in the existing portfolio

Revenue planned vs. actual from existing accounts
- Business Development & Retail Development
- Analyze the consumer profiles and market trends to identify potential key accounts for developmental sales - objective is to match the brand mix with the current consumer profile. The role would need to constantly innovate, Benchmark and work towards enhancing the consumer experience with the new concepts/ brands being introduced
- Evaluation of the potential opportunities in collaboration with the Sector & Airport commercial team
- Number of new accounts registered
- Occupancy
- Revenue planned vs. actual from new accounts
- Airport Marketing & Analytics
- Oversee design and development of in-house promotional material, publications and marketing collaterals
- Direct and oversee initiatives and other airport marketing programs to build the commercial offering
- Increase in the commercial (non-aero) revenue
- No. of Marketing campaigns with desired ROI, Social Media improvements

**EXTERNAL INTERACTIONS**:

- Retail, Services & Brands - identifying & evaluating market trends and potential services providers
- Concessionaire Brands: CEO, Operations Head, Brand Head, Store Head

**INTERNAL INTERACTIONS**:

- Sector BD team, Airport Commercial team
- SPG / Other Department Heads - collaboration on AOP preparation
- Airport Operations - day to day operations, space management, passenger movement etc

**FINANCIAL DIMENSIONS**:
**OTHER DIMENSIONS**:

- Direct Reports
- Total Passengers Handled
- Retail Space
- No. of business managed
- No. of business Opened
- No. of Concessionaire/ Contracts managed
- New Concessionaire/ Contracts acquired/ developed

**EDUCATION QUALIFICATIONS**:
Post Graduate (MBA), Strong domain knowledge, understanding of all B2C processes and a good financial & commercial acumen.

**RELEVANT EXPERIENCE**:
~15-20 years of total experience of which at least 10 years of relevant experience (in Sales & Marketing, Operations, Retail). Exposure to Airport Commercial will be an added advantage

**COMPETENCIES**:

- Capability Building
- Strategic Orientation
- Social Awareness
- Entrepreneurship
- Execution & Results
- Teamwork & Interpersonal influence
- Problem Solving & Analytical Thinking
- Planning & Decision Making
- Personal Effectiveness
- Stakeholder Focus
- Networking