Head - Retail & Business Development

JOB PURPOSE

Responsible for Achievement of Retail business at DIAL, by planning ,development & execution of Business Plans through business partners with support of Internal & External stakeholders

The job requirement is to develop the right Category & Brand mix of Retail portfolio at the Airport to cater to the needs of Airport passenger. Create an environment which enhances Passenger experience thereby gaining the greatest commercial potential and the highest possible revenue per passenger

ORGANISATION CHART

KEY ACCOUNTABILITIES

Accountabilities
Achieve AOP target for Retail Portfolio
EBIDTA accountability and achieve AOP target for Duty free  
Identify new revenue opportunities. Maximize non-aero revenues through business model re-engineering and innovation.
Maximize Commercial spaces in High dwell time zones, Layout planning, Category Zoning.

Identify Concessionaires for Vacant/ New stores.

Shortlisting of brands, RFP/Nomination process, Negotiating commercial and legal terms. 
Conduct Market research/Focused Group Discussions to identify Category/ Sub Category gaps 
Project management of the activities from contract signing, Designing , Store fit-out management till store commencement within agreed timelines 
Structured Performance reviews with Concessionaire / JV’s/ Subsidiary. Address grievances, improve operational efficiency and take steps to achieve desired KPI’s.
Work with Concessionaire to grow sales by continuous review of Product mix, Look & feel, Visual Merchandising, Staff quality, Contract Management. 
Organize Shopping Festivals with intent to increase Foot falls and Sales.
Improve visibility & awareness of Products and Services offered at the Airport through Signage’s, Promotions, Cross promotion, providing marketing Collaterals at important touch points. 
Receivable Management 
Statutory and legal compliance, Commercial Department SOP compliance and Revenue leakage control Management
Continuously rationalizing category/Non performing Brands and replace with New Categories / Preferred Brands based on target segment.
Conduct Mystery Audit to improve service levels of Concessionaire 
ASQ Score – Design and execute initiatives to improve Department ASQ scores.
Business Excellence – Improve department operation process flow based on best practices
 

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

External
Concessionaires
Potential Brands
Marketing agencies
Consultants
Contractors
AVP - DIAL Commercial
 

INTERNAL INTERACTIONS

COO / GM - Terminal 
CFO / GM - Accounts 
GM- Technical Services 
AVP - Project Team
AVP – IT
AVP - Security 
GM – Project Procurement
AVP – QSD
AVP – Legal

FINANCIAL DIMENSIONS

As per the AOP every FY

OTHER DIMENSIONS

EDUCATION QUALIFICATIONS

Post-Graduation in Management

RELEVANT EXPERIENCE

Min 15 years’ experience in Key account management, Business Development, Sales & Marketing and Stakeholder holder management

COMPETENCIES