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Retail Business Development Manager

Core Skill:
Salary Details:
Competitive depending on experience
28 Jan 2022
Vacancy Type:
Job Description:

Role overview

  • Edinburgh Airport is recruiting a Business Development Manager to drive revenue growth across the retail and land-based transport portfolio at the airport. Key categories include Duty Free, Shops, Catering, Car Rental, Public Transport and Advertising. This a varied role which will suit an ambitious and entrepreneurially minded individual with a successful track record in deal negotiation.
  • The retail team works collaboratively to manage the pipeline and performance of 100+ concession contracts with business partners across the airport campus.
  • You will be the central point of contact for all deal flow within your category of responsibility. You will be responsible for managing both the contract pipeline, sourcing new business partners, negotiations and sharing market intelligence with the wider team.
  • You will be actively involved in space planning in the terminal and on airport campus to ensure that each category is strategically located to provide a breadth of choice and convenience for all passengers.
  • The ideal candidate will have a good understanding and interest in key retail categories and key players in the UK, be financially literate and a good communicator. You will also be a good team player who will collaborate closely with our capital projects, legal and operational teams to bring new deals to life in the terminal.
Key responsibilities

Category strategy & space planning

  • Keep informed of industry news and trends to develop a strategic vision for each category to maximise passenger choice and revenue growth.
  • Work collaboratively with the retail and operational teams to best utilise existing retail space on campus, or space which becomes available for retail as a result of operational changes and/or building extensions.
Pipeline development
  • Build and manage the contact list of potentially interested parties to ensure a strong pipeline of competition for new and existing space.
Contract roadmap management
  • Managing the retail contract road map of 100+ contracts ensuring the portfolio risk is managed and the contract is actively managed through its lifecycle.
Competitive bid processes
  • Lead and manage each competitive bid process, tailoring as appropriate to drive value. This includes the preparation of a bespoke bid pack, warming up interested parties and finalising the shortlist, executing NDAs, and chairing prospective concessionaire presentations and leading on all negotiations through to contract completion.
Negotiation and contract completion
  • Assessing the financial and non-financial terms from each proposal to make a board recommendation.
  • Drafting of template approval papers and board papers to a standard suitable for board review.
  • Work with our Commercial Contracts Manager to complete the full onboarding process to then create Heads of Terms, first draft Concession Agreements, Amendments, improvements and updates to the business partner contracts.
  • Work closely with our Analyst, Finance, Marketing and Projects Teams to ensure that all Business Development requirements are captured and completed.
  • Represent Retail and or lead work streams as required on capital projects.
Relationship building on and off campus
  • Building an internal network to ensure you are familiar with passenger forecasts, new routes and capital development on campus which will be of interest to retail partners.
Qualifications and Experience:

Qualifications and experience

  1. Target driver with a proven track record of success in a similar role with lead negotiation responsibility
  2. Demonstrate a strong commercial focus with a competitive edge that will drive sales performance
  3. Strong written and oral presentation skills, comfortable using Microsoft Power Point and Excel
  4. Experience in influencing key decision makers and communicating effectively
  5. Critical to have a positive and ‘can do’ approach, along with ability to work with pace and urgency
  6. Understanding of the airport environment is desirable but not essential

Framework and boundaries

This is a key role within the retail and commercial teams, with opportunities to make a difference to the revenue and profitability at Edinburgh. Involvement in creating, developing and delivery of the Retail strategy.