Business Growth Client Partner - Airports

This role sits within the Business Growth (BG) team and has been created to drive incremental revenue from direct agencies and brands following JCDecaux securing the new Heathrow contract.

The airport environment is distinctive and requires dedicated specialist focus to build demand, respond to a changing agency landscape and meet the high expectations of our airport partner.

The role will generate revenue across the Heathrow and Edinburgh airport estates and support long term growth for JCDecaux.

The role leads BG activity for growth, new business and partnerships across these airport environments, from prospecting and proposition development through to negotiation, delivery and optimisation.

It will help shape the initial Airport BG strategy and then lead its delivery, working closely with the Airport division and wider Sales, Marketing, Product, Data and Insights, Operations, Finance and Legal teams, in line with JCDecaux policies and ethical standards.

The UK market will be the primary focus.

What you'll be doing...

• Shape the initial BG strategy for the Heathrow and Edinburgh airport environments and lead its delivery, focusing on medium to large enterprises across priority sectors such as finance, technology, entertainment, travel and luxury.
• Collaborate with BG colleagues leading B2B, start-up and travel category programmes to maximise focus and investment in the Airport estate.
• Work with the Director of Trading and BG Commercial Director on pricing, using market dynamics, pricing tolerance and the agreed commercial floor to prioritise the most important products and inventory.
• · Drive programmatic revenue into Heathrow and Edinburgh, complementing traditional OOH activity for each partner.
• Be accountable for personal sales of more than £1 million and help the wider BG team achieve £4 million of Airport revenue in 2027, while maintaining agreed margin and pipeline expectations.
• Operate as an individual contributor with no direct reports initially, while mentoring colleagues on Airport propositions and contributing to a collaborative, high performance culture.

People management responsibility may be introduced as the team and BG opportunity expand.

• · Work with Commercial, Marketing, Product, Data and Insights, and Operations to create integrated, scalable partnership propositions for Airport environments.
• Drive demand from existing BG clients, identify incremental brands and ensure the UK agency network understands the latest Airport narrative and proposition.

Client ownership will remain distinct from the existing Airport sales team, with no overlap in account responsibility.

• Lead senior-level outreach, pitch development and engagement with C-suite leaders, CMOs, Heads of Marketing, Media and Brand Directors, and Partnership Directors.
• Build multi-year, high-value relationships and act as a trusted adviser on advertising, media effectiveness and customer engagement.
• Develop and manage robust account plans, including joint business plans, co-marketing initiatives and innovation roadmaps.
• Own the full commercial cycle, including qualification, proposal, negotiation, contract closure and renewal, while agreeing pricing, inventory priorities and commercial terms with the Director of Trading and BG Commercial Director within approved parameters.
• Deliver the £4 million BG Airport revenue ambition for 2027, including personal sales of more than £1 million, as agreed with the BG Commercial Director and relevant Airport leadership.
• Structure mutually beneficial partnership models, including annual media commitments, long-term strategic agreements, sponsorships, co-branded initiatives and data or insight partnerships.
• Work with the Airport Investment team, Finance and Legal to ensure deals are commercially sound and comply with internal policies and relevant regulations.
• Track and report partnership forecasts and performance against agreed commercial KPIs.
• Collaborate with Marketing and Airport colleagues to design compelling, insight-led partnership propositions and packages for medium to large businesses.
• Use audience, performance and market data to evidence the impact of JCDecaux advertising solutions and drive upsell and cross-sell opportunities.
• Lead the creation and delivery of high-impact presentations, proposals and case studies.
• Champion the voice of Heathrow and Edinburgh internally and feed market insight into product and service development.
• Define KPIs and success measures for partnerships, including revenue, renewal, campaign performance and brand outcomes.
• Oversee campaign and partnership performance reviews, translating insight into clear recommendations.
• Maintain a regular presence across the Airport estate, normally working at Heathrow at least once each week and visiting Edinburgh approximately every three weeks, to understand each environment and lead client site tours.

The role may also use hot desk facilities at Heathrow.

• Build understanding of the benefits of the airport environment, secure 10 new advertisers, increase the number of Airport proposals leaving BG and establish a strong route to achieving the 2027 revenue targets.
• Produce regular senior leadership reporting on pipeline, performance, risks and opportunities.

Little bit about you...

• A strong presenter who communicates plans, ideas and solutions clearly and persuasively, using a confident and consultative approach.
• Understands advertiser objectives and matches them with the most appropriate JCDecaux media solution.
• Confidently builds relationships and networks at all levels, using events, conferences and thought leadership to create opportunities.
• Experienced in managing senior external and internal stakeholders.
• A natural leader and strong influencer who can mentor others and build collaboration.
• Forecasts revenue accurately and works closely with BG colleagues, internal departments and management teams to deliver commitments.
• Leads engaging discussions and presentations that bring new clients to digital out-of-home.
• Professional and organised, with strong attention to detail and a commitment to excellent customer service.
• Approaches problem-solving with creativity and innovation.
• Brings genuine enthusiasm for airports and aviation and is willing to maintain the required presence at Heathrow and Edinburgh.

Qualifications and Experience

• Significant experience in partnerships, business development, commercial or key account leadership within advertising, media or a closely related sector.

Experience of airport media, travel media, airline media or selling premium environments and luxury brands is highly desirable.

Strong candidates from OOH, digital, television, radio, publishing, digital platforms, marketing technology, adtech, brand partnerships or sponsorship will also be considered.

• Proven track record of building and managing strategic partnerships with medium and large businesses.
• Demonstrable success negotiating complex, multi-stakeholder deals and long-term agreements.
• Experience working with senior decision-makers, such as CMOs, Marketing Directors and Chief Commercial Officers, on brand and media strategy.
• Strong experience using data and insight to build business cases and demonstrate advertising effectiveness.
• A track record of winning new business and growing existing client spend.
• Ability to set a high standard for client insight, proposals and campaigns, supported by strong knowledge of client objectives and the JCDecaux portfolio.
• Creative thinking and a flexible approach to delivering timely solutions to complex briefs.
• Broad understanding of UK media, including regional and local media, OOH and digital advertising, and how media coverage and budgets are shaped at senior level.
• The ability to lead through influence, mentor colleagues and coordinate delivery across teams without formal line management responsibility.

Previous people management experience would be beneficial if the role grows to include direct reports.

A little bit more about us...

• We believe in building a diverse and inclusive culture and positive employee experience.
• We are One Team, more than just ourselves.
• We are customer first, we understand, and help solve our customers’ problems.
• We Test & Learn, we are empowered to learn and grow, unafraid of change.
• We choose to care, we are committed to doing the right thing, the right way.

It’s really important to us that we give as much to our colleagues as they give to us.

Our latest Belonging Survey showed that our colleagues feel valued and listened to as we continue to build an environment where everyone can thrive, grow, belong and be their authentic selves.

We believe that diversity of thought, experience and background provides the platform for great creativity,

We are committed to equal employment opportunities regardless of race, colour, ancestry, religion, national origin, sexual orientation, age, citizenship, marital status, disability or gender identity.

Many of our Colleagues work flexibly in many different ways.

Please talk to us at interview about the flexibility you need.

We can’t promise to give you exactly what you want, but we do promise not to judge you for asking.

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