
Head Commerical
2 days ago
Job Purpose: Head - Non Aero (Regional) is responsible for maximizing revenue from non-aero services at a regional airport, including retail, food and beverage, advertising, and car parking. This role includes overseeing daily operations, ensuring high service standards, and managing the commercial budget. The Head - Commercial (Regional) is tasked with conducting market research to identify new revenue opportunities, optimizing existing streams, and adapting to local market conditions.
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.