Senior Executive - Commercial (Business Development & Strategy - KLIA/Retail)

Job Description

POSITION GENERAL SUMMARY

• Development of the commercial masterplan for airport; mainly revolving on the commercial concept and model of a particular airport. The activities will include thinking; planning and research with the purpose of introducing the latest business concept and ideas and translating it into a feasibility study. This study will be evaluated; verified and validated before presentation to the senior management for endorsement and authorization for implementation.

ESSENTIAL POSITION FUNCTIONS

• To assist manager on the Implementation of commercial master plan activities (RESET) at MA (S)
• To prepare the necessary approval from various committee on business concepts - BPC, MPC, CCM, SPC, EXCO
• To assist manager on RESET concept delivery in accordance to strategies comprising of :
  i. Airport development – New airport/Redevelopment/Expansion
  ii. Financial – Budgeting / Financial Model
  iii. Benchmarking and rental model
  iv. Retail Mix composition
  v. New outlets concept generation
  vi. Effective management of CAPEX / Investment through ROI analysis
  vii. Procurement strategy i.e. package deal, T-8 tender, Direct negotiation and open tender.
  viii. Non-financial monitoring – Customer experience / Transition Management
  ix. Collaboration with Total Airport Experience (TAE) unit
• To monitor Implementation of commercial master plan activities (RESET)
• Financial performance monitoring (Variance reporting) – Tracking & Monitoring
• To perform analysis on product category / brand offering for core business that meets customer needs and expectation and enhancing customer experience through :-
  i. Space and product planning (CATEGORY MANAGEMENT)
  ii. Retail Technology Development
  iii. Brand identification & New business relationship
• To assist manager to achieve optimum product categorization to yield maximum financial performance, enhance value proposition and elevate customer experience (Pax Fronting of Retail, F&B and Services and BOH - Storage and Office / Advertising / Car Park / Ancillary Revenues ie Casual Leasing & Promotion)
• Ensure maximization of space occupancy at all airports under MA(S).
• To established and maintain master list data including sales performance, contract expiry etc.
• To coordinate and communicate with respective unit i.e. project management, contract management, tender management and commercial representative at airport on the implementation of reset including:
  i. Tender preparation
  ii. Work progress – (Airport Development/Fit out work/CAPEX Implementation)
  iii. Contractual matters
• To prepare and update sales kit for all airport under MASB.
• To identify and presell commercial space to the potential partners.
• Bumiputera Program - Planning of usage space, determine KLIA, creating alliance via MITI, TERAJU , INSKEN.
• To assist manager on contract monitoring and preparation of management paper for contract renewal/extension

Key Challenges

• Understanding the profit margins of each product category to enhance revenue potential
• 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).

Skills

• Possess leadership quality, business savvy with market knowledge in travel retail, team player, strong interpersonal and communication skills

Education

External

• Bachelor Degree in any discipline preferably with specialization in Business Administration / Sales & Marketing / Retail Management / Commercial Management / Leasing Management
• Master In Business Administration (MBA) would be an added advantage

Relevant Industries

Unique Requirement

• Possess strong business acumen, strategic and creative thinking, able to develop growth strategy, time management and planning skills and able to work under pressure and independently.

External

• Bachelor Degree with 5 years working experience in managerial role in Airport Commercial / Commercial Retail Management / Mall & Leasing Management

Additional Information

Open for Malaysian citizens only.
Please be reminded that only online applications will be entertained.
Applications should reach us by 13 March 2025.
Only the shortlisted will be notified.