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Senior Manager - Commercial Business (Marketing & Ancillary)

Keywords / Skills : Retail Management, Commercial Manager, Leadership, Business Admin

5 - 15 years
Posted: 2018-10-08

Job Description
  • Develop and implement marketing plan and strategies to further improve sales, support the development of Company Commercial Model and strengthen communication strategy to provide end-to-end information throughout customer's journey to and through the airport
  • Develop and implement marketing plan and strategies to drive advertising revenue, introduce new advertising mediums, determine sustainable business partners and establish profitable advertising business models
  • Develop and manage strategic channel management
  • Manage internal and external communications to ensure effective and efficient implementation of commercial initiatives
  • Develop and establish commercial personnel of high performance with business mindset to ensure effective, sustainable and profitable management of commercial business
  • Develop and/or manage any other responsibilities/duties as required to improve the overall commercial business performance
  • Ancillary unit will maximise various Platforms i.e. KLIA TV, advertising panels in the airports, short term promotional tenants’ booth/kiosks as well as space selling for short term for marketing messages, campaigns and exhibitions.

  • Assist the General Manager in identifying & creating value added opportunities to enhance sales and service
  • Monitor tenants/concessionaires business performance to drive/achieve sales and royalty
  • Understand Partners’ respective Business Models & further develop the business through integrated transformation strategies
  • Assist in developing; building & enhancing concessionaires performance vis-à-vis Commercial Strategic Planning & Operations Planning
  • Act as a focal point/main liaison in relation to sales & service related matters between Concessionaires & other Commercial Units as well as other Divisions
  • Informative & resourceful in terms of providing valuable data to Concessionaires
  • Attend to any leasing matters arise from tenants/internal units
  • Analyze sales performance data from commercial management report and make recommendations to management from the findings
  • Lead the organising of AIrport Study Tour abroad for Concessionaire to experience international standards
  • Organise Quarterly Category Meetings with all Concessionaires at all International Airports to update score cards vis a vis Global Performance as part of business relations

Key Challenges
  • Understanding the margins of each product category to enhance revenue potential
  • To drive concessionaires to achieve baseline & royalty
  • Communicates the client’s goals and represents the client’s interests to the commercial team.
  • Provides regular two-way communication between the tenant and team, to provide strong team representation and set proper tenant expectations.
  • Responsible for client communications, conflict resolution, and compliance on tenant deliverables and revenue in terms of business services only (not to include with operational matters).

Working Relationship

WHO - Senior Managers of Internal Units within Commercial services
FROM - Business Planning Unit, Project Management, Tender Mgt Unit, Marketing, Contract Management Unit, Customer Experience Unit, Credit and System
PURPOSE – As BRU is the first contact point for all tenants, BRU is required to front Commercial Services when liaising with tenants/concessionaires Issues, proposals, extension of contract, information etc.

WHO - GM/SM of internal divisions within Company
FROM - Internal divisions within Company eg. Terminal, PR, Engineering etc
PURPOSE - Coordination works as and when require

WHO – Retailers
FROM – Tenants from various companies
PURPOSE - Developing total relationship in enhancing sales & service

  • Collaboration
  • Commercial Management
  • Commercial Orientation
  • Contract Management
  • Customer Centricity
  • Develops and Empowers
  • Driving Excellence
  • Events Management
  • Marketing Communication

  • Possesses leadership and good managerial skills.
  • Business savvy with knowledge in commercial matters.
  • Strong interpersonal and communication skills.

Relevant Industries
  • 5 years Managerial experience in Airport Commercial /Retail Management and/or a multi retail outlet establishment

Unique Requirement
  • Possess strong business acumen, creative thinking, analytical skills, negotiation skills, communication skills, leadership skills and able to work under pressure and independently

  • Degree or equivalent with 5 years related experience
  • Master In Business Administration (MBA) will be an added advantage

About Company

TT Search, set up as part of the Tele-Temps Group, is growing into the leading global recruitment consultancy in this region specializing in middle management, senior recruitment and executive level placements. We endeavour to satisfy our client's complete requirements by developing and customizing our services to enable an accurate fit within the specific need, each time.

We ride on our sister company The Tele-Temps Group's strength in talent management solutions, staffing services, industrial relations consultancy and the management of business process outsourcing, which we have provided to many clients since our inception.

We specialize in placing high calibre professionals into permanent positions for all levels across.

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