Job Description:
As a Commercial Manager, you will play a pivotal role in driving the commercial strategy at Belfast International Airport. Your primary objective will be to contribute to and lead on the delivery of the airport's commercial strategy, focusing on implementing and managing propositions that enhance the customer experience and drive optimal commercial and strategic business outcomes.
Create competitive advantage for the airport through data-driven insights, relationship building, innovation, and new initiatives. Identify and negotiate with potential F&B/retail providers to maximize income and profitability.
Manage and optimize other income streams, such as fast track, surface access, car hire, etc. Take an analytical and data-led approach combined with relationship development and industry knowledge to continuously improve performance.
Work closely with the Chief Commercial Officer to develop the airport's commercial strategy, bringing a deep understanding of opportunities, threats, and the local/international operating environment to enhance plans.
Carry out regular reviews of progress against strategy and update the strategic plans with the Chief Commercial Officer.
Lead the process of tendering, negotiation, and preparation of commercial contracts for existing spaces across the estate.
Proactively manage existing contracts to ensure obligations are delivered and opportunities are realized.
Understand, monitor, and review KPIs (sales, margin, revenue, operational performance, sales per pax, transaction value, etc.).
Work with the business analyst to create a system of reporting, tracking, and managing KPIs from an individual operator and airport-wide viewpoint.
Implement a system of category management.
Evaluate and recommend opportunities for maximizing commercial space utilization within the terminal facility as well as offsite locations.
Analyze commercial space requirements, occupancy planning, and real estate opportunities for development.
Work with the marketing function and third parties to develop and implement promotion plans to grow sales and airport revenue.
Review performance and present findings and recommendations to inform future activities.
Develop relationships with other airport teams, particularly Operations and Finance, to work cross-functionally on resolving concessionaire issues and identifying potential improvements.
Work closely with the Projects department to implement new commercial propositions at the airport in a timely and efficient manner.
Support the preparation of the department's annual budget and review of costs/revenue throughout the year.
Prepare and deliver commercial presentations as required.
Manage and support the roles of Commercial Manager and Advertising Manager, ensuring these roles receive performance and development opportunities.
Support the wider commercial team as required and provide effective leadership across the function.
Represent the airport at trade events, industry conferences, supplier meetings, and events as necessary and required.
Maintain awareness of industry and market developments, news, and innovation, and interpret these in the context of the airport and its operating environment.
Required Skills and Qualifications:
* Commercial analysis and reporting;
* Drafting agreements and contracts;
* Contract management with evidence of effective performance management;
* Management of budgets and financials;
* Design and deliver presentations for a variety of internal & external stakeholders;
* Leading and managing people;
* Demonstrate strong deal negotiation and influencing skills;
* Implementing and managing processes and standards;
* Software packages such as MS Word, Outlook, Excel & Power Point;
* Working knowledge of contract management;
* Working knowledge of financial concepts including high level interpretation of data and reports.
Benefits:
Recognition and wellbeing committee; Enhanced Annual Leave; Group Pension Plan; Enhanced maternity/paternity leave; Free Airport Parking; Duty Free Discounts; Life Assurance.
Others:
Uphold the company's information security policies and procedures, ensuring the confidentiality, integrity, and availability of company data. Any intellectual property created in the course of employment shall remain the property of the company. Respond/assist to any emergency appropriately, and participate in any Emergency Exercise, as detailed in the Emergency Orders within the aerodrome manual.