Senior Commercial Manager

Reporting to: Chief Commercial Officer (CCO)

Hours of Work: Monday - Friday, 9.00am - 5.00pm (occasional travel or participation in events outside of these hours will be required)

Job Purpose: Contribute to and lead on delivery of the commercial strategy at Belfast International Airport, by implementing and managing a proposition which continually enhances the customer experience and thus delivers optimal commercial and strategic business outcomes. Create continued competitive advantage for the airport by using data, insights, relationships, innovation and new initiatives. Identify and negotiate with potential F&B / retail providers to enhance the airport's commercial proposition as well as maximise income and profitability. Manage and optimise other income streams (fast track, surface access, car hire etc) and take an innovative approach to expanding and delivering new sources of revenue for the airport. Take an analytical and data-led approach, combined with relationship development and industry knowledge to continuously improve performance.

Main Tasks & Responsibilities:

• Work closely with the CCO to develop the airport's commercial strategy to maximise customer experience and commercial performance at the airport.
• Bring 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 CCO.
• 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 realised.
• 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 both from an individual operator and airport-wide viewpoint.
• Implement a system of category management.
• Ensure there are regular updates and scheduled meetings with concessionaires to review performance, address issues, measure service levels and targets against contract obligations, identify potential improvements and plan ahead.
• Identify and recommend opportunities for maximising commercial space utilisation within the terminal facility as well as offsite locations.
• Analyse 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 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, and ensure these roles receive performance and development opportunities.
• Support the wider commercial team as required and provide effective leadership across the function.
• Represent Belfast International Airport at trade events, industry conferences, supplier meetings and events, and other 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.
• Consider potential new concepts and how these could apply at the airport.
• Carry out analysis of consumer data to identify key behaviours and segmentation.
• Consider how these could affect the airport, both positively and negatively.
• Present findings and make recommendations to senior management.
• Provide input to enhance the passenger experience.
• Manage how the commercial team deals with customer complaints in relation to the commercial offer.
• Develop and manage a database of contacts and develop into a pipeline for potential new concessions or new products.
• Participate in special projects and carry out any other reasonable duties within the capability of the post-holder.
• Ensure that all Statutory and Company regulations regarding health and safety, fire and security are followed to protect airport users, staff members and the business interests of the Company.
• 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.
• Understand the company vision and pro-actively engage in its values: Integrity, Inclusiveness, Leadership, Teamwork, Safety & Security, Communication and Positivity, through the Performance and Development Programme.

Essential Criteria:

• Level 6 qualification in Business Management or relevant discipline OR Senior Commercial Management experience in aviation
• Full current driving licence & own transport

• A minimum of 5 years experience in a similar role within a commercial environment
• 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 & PowerPoint

• Working knowledge of contract management
• Working knowledge of financial concepts including high level interpretation of data and reports

• Have the ability to problem solve
• Plan & maintain direction
• Ability to work together with team/ others departments/ customers, etc
• Be customer focused
• Communicate effectively
• Effective time management
• Decision making ability
• Analytical skills
• Understand and be aware of aviation safety and security policies
• Understand and be aware of the company's commercial & strategic objectives
• Engage with others and have a belief in people
• Coach and mentor others
• Lead and inspire others

Belfast International Airport Ltd. is an Equal Opportunities Employer and welcomes applicants from all sections of society regardless of their religious belief, political opinion, gender, disability, marital status, race, age or sexual orientation.

Benefits: Recognition and Wellbeing committee, Enhanced Annual Leave, Group Pension Plan, Enhanced maternity/paternity leave, Free Airport Parking, Duty Free Discounts, Life Assurance.