As VP Commercial Revenue you will strictly govern the commercial performance and contractual commitments of concessions and be accountable for delivering the optimal value of agreements. The relentless pursuit of commercial revenue will be a key feature, to ensure that Dubai Airports’ monthly and annual commercial targets are met and exceeded. The role is centred on maximising the performance of Dubai Airports’ customer-facing business categories, through selecting and retaining qualified partners who can contribute to Dubai Airports’ profitability and service requirements.
You will be responsible for managing the categories of retail services, food and beverage concessions, advertising concession, commercial contracts, and others which are under consideration. In doing this you will successfully lead and close sensitive commercial negotiation and be capable of delivering against agreed business plans within a dynamic environment.
The role plays a key part in supporting the Senior Vice President (SVP) Commercial’s goal of delivering sustainable growth in Dubai Airports’ non-aeronautical revenue according to the corporate master plan.
Ensure the yearly revenue targets are relentlessly met or exceeded through a focused view of revenue delivery.
Manage business performance by category and by terminal.
Ensure that clear strategies exist and are being pursued by individual category heads for the attainment of sustainable revenue and service standards in line with the Strategic Plan 2020’s objectives.
Ensure that mutually beneficial, sustainable, and productive agreements are put in place for all businesses, and that a fair and transparent tender and selection process is managed, based on global best industry practice.
Maintain effective contract governance and manage the performance of all concessionaires through regular reporting, meetings, updates, and communicating expectations from a revenue and design perspective.
Plan for future space delivery by working closely with internal stakeholders and business units to ensure that operators and concepts are selected in a timely and efficient manner, optimising the revenue potential of such opportunities.
Constantly review the performance of all business operators or concessionaires, examine the profitability of existing relationships and ensure that all operators are governed effectively to maximise revenue.
Protect existing revenue streams and manage risks, by working closely with internal departments.
Educated to degree level and preferably holding a Masters in a relevant field you will have a minimum of 10 years senior experience within the airport commercial, travel-retail or retail industry. Practical experience in running commercial operations is required to ensure that you fully appreciate the complexity and urgency of generating commercial revenue and understand issues that can impact performance positively or negatively. You will have a demonstrable record of delivering commercial revenue in a planned and focused manner, of managing risks, and of using legal tools to govern revenue management.