Head Commercial Business Performance & Analytics

Job description / Role

Role Purpose:

Develop long term strategy for business development for non-aviation services through in-depth market and industry analysis, current business performance analysis and use insights to drive pricing and contractual decisions. Lead and define the optimum pricing structure across both aeronautical and non-aeronautical revenue streams, ensuring the full economic potential and financial value of the airport’s real estate and revenue opportunity is maximized. Ensure that all operating costs are passed through the aeronautical charges and that the Conditions of Use are up to date.

Lead all governance, contract administration, budgeting, reporting, forecasting and analysis across the commercial division.

Key Accountabilities:

Managerial - Strategic Planning
• Prepare and communicate department's strategy, objectives and operational plan in collaboration with the relevant stakeholders and in line with company’s strategic performance management framework and scorecard
• Manage the execution of departmental objectives and plan
• Propose and communicate KPI’s for the department and its employees and ensure they are in line with company’s strategic performance management framework and scorecard

Budget Management
• Develop departmental budget and monitor budget spend in coordination with relevant sections
• Provide guidance to direct line reports on budget optimization opportunities where applicable

Corporate Performance Management
• Oversee the performance of the department in line with the operational plan defined
• Engage with the division head to identify opportunities to improve department’s performance

People Management
• Responsible for identifying the training and development needs of department's employees with a special focus on Emiratization
• Maintain constant availability of the required number of competent staff to support the department in meeting all its responsibilities, plans, and objectives
• Provide constructive feedback to direct reports and provide inputs to the division head on performance of employees

Functional:
• Provide support to the Commercial functions, align the Commercial strategy and enable the business development capability across the Commercial Division coordinating and aligning all commercial departments’ plans and objectives
• Execute a long-term strategic revenue development plan for Abu Dhabi Airports and facilitate the prioritization of business development related initiatives with the Abu Dhabi Airports senior management team
• Oversee analysis and dissemination of commercial data analytics, trends and financial forecasts to evaluate potential returns across Abu Dhabi Airports to relevant departments for information and action
• Coordinate business development across the Division and provide commercial insight in order to foster commercial innovation
• Establish goals and performance indicators for new revenue sources; facilitate discussions with Abu Dhabi Airports Senior Management to address issues in relation to business development plans; oversee feasibility analysis for new business development
• Ensure ongoing revenue enhancement, maximizing revenue and profitability from existing sources and new revenue sources
• Provide day-to-day leadership to ensure a high performance work environment that supports achieving the Abu Dhabi Airports’ mission, objectives and values and apply process improvement and quality management principles to areas of responsibility, where applicable
• Leads multi-disciplinary teams throughout the organization to develop successful implementation of revenue growth strategies, when necessary
• Develop, coordinate and oversee implementation of business plans for business development initiatives
• Partner with other departments in order to perform detailed analytical reviews of business units/segments to identify, evaluate and pursue opportunities to drive revenue and increase profitability
• Work closely with Legal to negotiate and integrate business arrangements, proposals, and contracts and ensure compliance with Abu Dhabi Airports requirements/policies and applicable laws and regulations
• Participate in various events (i.e. conferences, meetings, exhibitions) to coordinate Abu Dhabi Airport’s activities as part of overall efforts to stimulate the Abu Dhabi economy and work with a variety of economic development agencies on applicable programs and initiatives as it relates to business development and marketing for Abu Dhabi Airport
• Lead the governance and administration around commercial signed contracts across the commercial division.
• Provide contract administration support to commercial senior management.
• Provide support to the Commercial functions, align the Commercial strategy and enable the business development capability across the Commercial Division coordinating and aligning all commercial departments’ plans and objectives

Organizational - Governance
• Develop department’s policies and procedures in line with the directive and role within ADAC
• Ensure compliance of the department to the guidelines defined by division/department’s, such as, HR, legal, risk and quality assurance in addition to ADAC’s framework and DoA
• Support the periodic audit of the established policies and procedures to ensure compliance

Management Reporting
• Review all periodic reports prepared by section heads and prepare the department's periodic reports for issuance to the relevant stakeholders at ADAC

Change Management
• Own/drive change management activities pertaining to the relevant department and ensure all stakeholder communications are as per the approved communication plan

Technology Management
• Ensure that all the technology needs of the department are identified and that the department's processes are performed in a time and cost-effective manner

Professional Development
• Proactively identify and seek professional development opportunities to improve leadership and technical skills pertaining to the direct line of work and in line with ADAC’s values
• Participate in performance appraisals and reflect on the feedback and recommendations provided by the line manager for development

Requirements

QUALIFICATION / EDUCATION
• Bachelor's Degree in Business Administration or a related field Experience
• Minimum 10 years of experience in Business Performance and Analytics

CERTIFICATIONS,KNOWLEDGE & SKILLS
• Excellent communication, interpersonal skills
• Team Player
• Good organizational and time-management skills

About the Company

WFC Holding was born out of a market need for specialist shared services support functions in the UAE.

WFC Holding has rapidly expanded its service offering, capability, and client base to become an integrated business process outsourcing company.