Gm - Commercial (Delhi)

Location: Delhi, IN- Company: GMR Airports Limited**JOB PURPOSE**: 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 - Commerical -> Head Commercial & Business Development **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 (Operations, Finance, SPG, HR, IT etc) Cascade the annual operating plan defined to departmental specific verticals. - ASQ ratings/ Skytrax Rankings - 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 ASQ ratings/ Skytrax Rankings - 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 - ASQ ratings/ Skytrax ranking - Fit-out period - Airport Marketing & Analytics - Oversee design and development of in-house promotional material, publications and marketing collaterals - Increase in the commercial (non-aero) revenue - No. of Marketing campaigns with desired ROI, Social Media improvements Implement standardized systems and processes to improve efficiencies and enhance customer experience - Percentage retention of existing accounts **EXTERNAL INTERACTIONS**: - BCAS/ Other Regulatory Authorities - ensuring all necessary approvals / licenses are obtained - Retail, Services & Brands - identifying & evaluating market trends and potential services providers - Airport Industry Bodies - representing Airport and industry knowledge / best practice sharing - Concessionaire Brands: CEO, Operations Head, Brand Head, Store Head - Other agencies like CISF, Municipal Corporation etc **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 - Finance - Commercial (Non Aero) department budget preparation and monitoring - Legal - P&E (Project & Engineering), Finishes Team, ARFF Team, IT Team - Security & Landside Team **FINANCIAL DIMENSIONS**: - Annual Operating Plan (AOP): - Sales Retail (T1): INR 85 crore (FY24), Rs.385 crore (FY25) - SPP Retail (T1): INR 135 (FY24), Rs.144 (FY25) - IPP Retail (T1): INR 33 (FY24), INR 36 (FY25) - SPSM Retail (T1): INR 70000/sqm/month - Daily Sales Outstanding (DSO): 7 days (FY24, FY25) - Below Line Improvement Plan (BLIP) **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**: 5-20 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