Head - Retail & Business Development - 12371

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

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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

• Capability Building
• Strategic Orientation
• Social Awareness
• Entrepreneurship
• Execution & Results
• Teamwork & Interpersonal influence
• Problem Solving & Analytical Thinking
• Planning & Decision Making
• Personal Effectiveness
• Stakeholder Focus
• Networking