Director, Commercial Jobs

The Greater Toronto Airports Authority (GTAA) is a unique and dynamic place to work. Approximately 1,800 GTAA employees work non-stop with our partners and agencies to deliver a safe and welcoming airport experience at Canada’s leading global hub airport, Toronto Pearson. The impacts of the pandemic have been significant to our industry, yet we remain Pearson Strong and are realizing the opportunity to accelerate our Healthy Airport commitment. Join us on our accelerated journey in creating the airport of the future in a smart, healthy and profitable way.

What's in it for you!

We offer our GTAA members amazing benefits, including retirement planning, group health benefits, employee assistance programs (EAP), paid leave, education and training, as well as recognition and rewards programs.

Position Summary:

Reporting to the Chief Commercial Officer the Director, Commercial Business will drive the strategy for profitable growth in non-aeronautical revenues; development of marketing and service programs; and in collaboration with our internal department, provide the commercial thought leadership on the planning and development of future terminal expansion and redevelopment. The ideal candidate will have a deep understanding of the airport retail and concession industry and will be able to develop and implement strategies that maximize non-aeronautical revenue while maintaining a high level of customer satisfaction.

Key Accountabilities:

• Lead the “Trinity” strategy whereby bringing together airport, brands and operators to develop integrated activations to drive to point of sale
• Develop and implement an innovative partnership strategy to maximize commercial sponsorships, airport advertisement and partners’ relationship management in alignment with GTAA vision
• Develop passenger marketing campaigns designed to improve conversion and spend per enplanement in partnership with GTAA departments, brands and partners
• Lead negotiator on new and extension of current contracts
• Deliver annual sales per enplanement target (SPE) including minimum delivery of revenue and profit targets by channel and subcategory
• Develop cross partner promotions and activities that encourage a collaborative approach to increasing spend
• Lead people by providing coaching, guidance and development by providing relevant feedback for personal and career growth
• Develop, launch, and implement an innovation lab in conjunction with Strategy, Passenger Experience & Development, Airport Digitalization Team and other GTAA partners to protype innovative commercial solutions for Toronto Pearson
• Develop and implement strategies to increase airport concession revenue and profitability, including analyzing and evaluating concessionaire proposals, negotiating leases and contracts, and overseeing the implementation of new concessions and the renovation of existing ones
• Partner with targeted Canadian and Global Hub airports and relevant regulatory agencies including CBSA, Finance, Public Safety, Transport Canada to develop and lobby for implementation of best practices and innovations to drive GTAA revenue, brand and flow performance
• Development and execution of annual operating plan including rolling 5-year strategic Non-Aeronautical Revenue plan for the commercial airport concessions’ business
• Lead the development and execution of the e-commerce platform for the GTAA, in collaboration with IT
• Own and lead business development and performance oversight for the GTAA’s partners including Amex, CIBC, Genesis, Dufry, SSP, OTG, Host, Paradies-Lagardere, Rogers and Uber
• Develop and lead strategic, revenue generating partnerships through new business development, introduction of new partners and initiatives.

Qualifications:

• Bachelor’s degree in Business Management, Marketing, or related field
• 10 years’ experience in leading a commercial business with growing P&L and market share
• Able to obtain and maintain a Transportation Security Clearance
• Broad business background with emphasis on airport sales, management, and/or business relations, as well as experience and knowledge of various airport advertising media are a strong preference

Knowledge, Skills and Abilities:

• Ability to think strategically and generate innovative ideas, identify creative alternatives and operate in a complex environment
• Thorough understanding of commercial and partnership agreements
• Advanced skills in preparing and presenting business strategies at executive and board level
• Establishing budgets and forecasts in excess of $500 million in sales and $100 million in revenue
• Ability to negotiate with competing interests, prioritize alternatives
• Strong negotiation, interpersonal and customer service skills
• Exceptional verbal and communication skills
• Ability to manage relationships with extensive experience in business partnerships
• Familiarity with commercial space planning and design principles

The GTAA is a federally regulated private sector. The Government of Canada has suspended mandatory vaccination requirement for federally regulated transportation sector workers. The GTAA continues to monitor government and health developments relating to COVID -19 and may re-introduce the Vaccination and proof of Vaccination requirements in the Policy at any time.