Head of Commercial

The Commercial team at London City is responsible for delivering and maximising Non-Aero revenue; this includes Car Parking, Car Hire, Taxis, Property, and Concessions (Retail and Food & Beverage).

Reporting to the Commercial Director, the Head of Commercial is directly accountable for overall performance of Concessions and Property and optimising the customer experience within the airport’s in-terminal commercial operations. The Head of Commercial will lead negotiations and support in delivering new revenue streams, as well as engaging and ‘selling’ London City to prospective brands and operators within Concessions and Property. Direct line management of the Commercial Services Manager is a key aspect of this role, and the Head of Commercial will be expected to support, coach, and develop this individual.

The Head of Commercial supports in future-facing activity at LCY, including the long-term planning and phasing of future airport development: category management, protecting revenue and capacity and contract strategy.

**Main Tasks & Responsibilities**
- Accountable to deliver multi-million pound revenue targets for the Concessions, Property, and Non-Aero portfolio
- Support the Commercial Director in delivering Budget/LongTerm Plan initiatives for incremental revenue
- Foster successful relationships with existing concessionaires and property tenants, both at unit/area level and at head office
- Build a strong pipeline of operators to raise the profile of LCY and successfully convert potential operators into bidders
- Lead bid processes for existing and new space(s) to ensure a diverse portfolio of brands/operators bid for each space and revenue targets achieved
- Prepare recommendations from bid processes and business cases with thorough financial analysis and guide through the early stages of internal approvals
- Act as lead on commercial negotiations to maximise revenue to LCY and ensure timely contract execution
- Exploit space opportunities to identify and deliver new models/concepts to protect and enhance LCY’s Concessions and Property portfolio
- Act as point of escalation for the Commercial Services Manager on both internal and external matters: operational challenges, Health & Safety, performance
- Develop effective relationships with key internal stakeholders: Building Services, Operations, Legal, Health and Safety, Sustainability, IT, Customer service, Marketing, Comms, Aviation, Finance
- With support of Finance Business Partner, drive meaningful insight from Concessions and Property performance analysis to drive sales and effectively budget and forecast
- Manage the best out of team by acting as a mentor/specialist point of contact for the broader Commercial Team

**Key Competencies**:
**Qualifications**:

- Degree level qualification, ideally in a business or numerical area
- Demonstrable experience within Commercial and Retail/F&B functions, with a deep understanding of drivers for success and an understanding of customer experience
- Track record of business devleopment and translating into successful bids/commercial interest
- Data-driven and financially astute, uses analysis and financial awareness to make decisions
- Strong understanding of key strategic concepts, e.g. customer segmentation, market sizing, business/investment cases, elasticity, etc.
- Familiarity with MS Office, especially Excel; modelling skills desirable
- Experienced project manager with demonstrable experience ensuring the business contribution facilitates project delivery on-time, within scope and budget
- Prior airport experience is highly desirable
- Prior experience of people leadership is highly desirable

**Working Hours**:
London City Airport is open up to 20 hours a day over 7 days of the week therefore flexibility with regard to hours will be required

Working hours Monday to Friday 0900-1730 (40 hours a week with 30 minutes for lunch)

**Benefits**:

- Free onsite parking
- Access to discounted Private Medical Insurance for you and immediate family
- Medicash Cash plan
- On site Physiotherapist
- Discounted Gym Membership at many local facilities
- Staff discounts at most of retailers on site & some local restaurants & hotels
- Enrolment into company AE pension scheme
- Access to salary sacrifice pension scheme
- Bereavement counselling
- Cycle 2 Work salary sacrifice scheme
- Hastee Pay Advances
- 25 Days Annual Leave
- LCY Central discount website
- Annual performance related bonus
- Annual Season Ticket Loan
- Holiday Buy scheme (Ability to purchase up to 1 weeks A/L per year)
- Access to Salary Sacrifice Car leasing Scheme

London City Airport is one of the largest private sector employment sites in the London Borough of Newham. We offer a wide range of interesting and challenging career opportunities for the local community.

With over 2,000 employees here, working either directly for London City Airport Limited or for one of our concession partners, airlines, or other business partners on site, th