GM- BD (Air logistics)

JOB PURPOSE

Lead and drive the Business Development function of the DEL Cargo Air Logistics and driving product development, monetization and leasing of space strategic planning and goal oriented approach.  The activities would include undertaking Project feasibility study, Financial / Business modelling, Strategic tie ups , Identification of Potential Tenants , Negotiating and Closing deals , Finalizing Development approach, engage with potential developers, approvals and overseeing project implementation schedule i.e (conceptualization stage till the commissioning / commercial operationalization of the new infrastructure projects).

ORGANISATION CHART

KEY ACCOUNTABILITIES

ACCOUNTABILITIES :- 

•    Conceptualize and Operationalization Cargo Air Logistics commercial projects in line with the monetization strategy and maximum utilization of land thereby increasing revenue. 

•    Drive and implement Cargo city development including Common area development, Central Gate, Parking and other associated projects- Preparation of phasing strategy, operational & technical aspects. (Revenue Model for all this developments) 

•    Engage with potential developers create strategic tie ups with potential tenants. 

•    Convert potential tie up to concession agreements , ensure all statutory clearances (DIAL Scope)

•    Lead the entire bidding process from commercial perspective – framing of term sheets, (RFP’s & concession agreements) along with legal team and ensure compliance as per DIAL Scope. (Strategy) 

•    To Negotiate and close deals with the concessioners and finalize space leasing agreements in consultation with legal teams as per DIAL applicable compliance norms 

•    Conducting Market Research for identifying new source of revenue generation  and develop pricing recommendations  for  Cargo  and Logistics 

•    Initiate BD activities with Cargo and Logistics Concessionaire 

EXTERNAL INTERACTIONS

Consultants – Feasibility/ Business Advisory, Financial Modeling, Legal, Designers/ Architects. 
Project management Consultants

Govt. Agencies – AAI, AI, DFS, MoCA, Customs, BCAS, CISF, etc. 

Concessionaires, Airlines, Aviation Service agencies

INTERNAL INTERACTIONS

Various departments - Project Team, P&E, Operations, Security & Vigilence, Quality
Procurement & Contracts, Finance department
Legal

MAG, Audits, Environment

FINANCIAL DIMENSIONS

•    For the current Cargo City project on air logistics, Total revenue is approx. Rs 1900 cr, besides the ancilliary streams and several other revenue projects to be implemented within the next 5 years. 

OTHER DIMENSIONS

    Should have handled a multidiscipline project team of 70 plus.
    Should have handled multiple small projects alternatively.
    Should have an exposure to at least one Airport.
    Sound leadership skills with emphasis on team building, strong negotiation and communication skills.
    Projects across the world but pre-approved by management
    At any time support up to five active bids
 

EDUCATION QUALIFICATIONS

MBA

Preferred in Sales and Marketing 

RELEVANT EXPERIENCE

•    12 +  total years of experience
•     Management, and Commercial Operationalization of Large infra projects.

COMPETENCIES