Associate Director, Concessions Development (1 Term Opportunity - 10 months)

Your way forward: Join Canada’s busiest airport as our next Associate Director, Concessions Development

Do you want to help transform Toronto Pearson into the global airport of the future? We’re committed to becoming one of the most advanced, sustainable, and passenger-friendly airports in the world – and we need your help. This is your chance to play an essential role: building the story of Pearson’s transformation and engaging meaningfully with a range of critical partners to build trust and support for organizational mandates and priorities.

Position Summary:

Under the general guidance of the Director, Concessions Management & Development, the Associate Director plays a critical role in the operational excellence and performance of Toronto Pearson’s retail, food and beverage, and capital development programs as we strive toward fulfilling our vision to focus on the airport for the future. This position will:

• Lead and develop creative and innovative strategies to increase commercial revenues while enhancing the passenger experience
• Develop strong and strategic relationships with current and new operators, while building strategic alliances and partnerships that result in a full-scale operational excellence along with a variety of banners and concepts that will attract, Serve, and delight our customers and consistently deliver value
• Serve as lead relationship manager on the complex, exclusive Duty-Free account, Food and Beverage portfolio, services and duty paid business
• Grow the Greater Toronto Airport Authority’s (GTAA) non-aeronautical revenue by establishing new concession partnerships and increasing sales from existing clients
• Oversee all commercial capital development both with the GTAA and partners by building a world class business with the intent to grow the value of the Pearson property
• Lead a commercial sales portfolio of $500 million and growing on average of 9-12% per annum and a revenue target of over $140 million and growing (pre and post pandemic)
  
  
  

As Associate Director, Concessions Development, you will:

• Lead the team responsible for the development and implementation of retail plans, merchandise plans and strategies. Includes identifying capital needs, developing and presenting business cases and project charters, resource, and planning
• Develop the scope, guidelines, bidding procedures, performance monitoring and contractual framework for commercial RFPs, LOIs, EOIs
• Determine the highest yielding and best use of commercial space for existing and new terminal development projects; Identify new space requirements
• Develop and present detailed discussions papers and business cases regarding innovative and significant business initiatives that will drive NAR
• Negotiate with senior staff (including CEO level) of major partner organizations all aspects of lease and commercial activities, including rental formulas, terms and compliance requirements
• Interact closely with GTAA teams to establish proper understanding of the communication needs of our partners by maintaining regular and timely communication with all Retail, Services and Culinary Partners
• Hands-on Relationship Manager with Duty Free ($200 million sales target) and LS Travel Retail ($50 Million sales target)
• Lead the execution of the key growth and marketing plans with key concession partners
• Lead the team in the development of tenant compliance and performance standards
• Develop and maintain the formal pricing policy or practice and parameters for each category of retail business operating at Toronto Pearson.
• Establish the requirements for general maintenance services (janitorial, waste removal, etc.) as required by commercial partners to ensure the proper maintenance of partner-space
• Consult with Legal and Commercial Agreement Administration (CAA) on issues and develop strategies to deal with on-going or significant non-compliance items
• Responsible for planning, scheduling, financial tracking and implementation of all department infrastructure projects related to commercial, passenger services and customer service. (Excludes IT related projects)
• Responsible for developing and leading the project/program plans for new store development in the airport alongside the project Manager and Tenant while ensuring all GTAA processes are followed
• Be the point of contact for the tenant during construction phase and lead a team of project managers and contracted resources
• Establish annual budgets and forecasts
• Responsible for capital budget ranging from $10 million and up each year
• Coaches, mentors and develops individuals and teams to rise to their full potential while providing timely, constructive and consistent feedback and personal development opportunities
  
  
  

This is a chance to be on the frontline of history at Toronto Pearson. To do so, you will bring:

• Post-Secondary diploma in Business Management, hospitality, restaurant management or related field
• 7+ years’ experience in an airport or commercial environment or similar with demonstrated experience in serving a large and complex customer base
• 7 years’ experience in People Management directly or indirectly through cross-functional teams
• 5+ years experience leading operational excellence in a retail environment with established contact and brand relationships
• 7+ years experience preparing strategic business plans and contract negotiations
• Proven Category management experience
• Experience in financial analysis, budgeting and forecasting
• Experience in retail planning/merchandising to drive growth
• Developed departmental expertise in retail
• Valid Ontario Driver’s License
• Ability to obtain and retain Transportation Security Clearance
  
  
  

At Toronto Pearson, we value a wide range of experience. Consider this role if you have:

• Advanced skills in preparing and presenting business evaluations, account financial review and revenue analysis to a diverse client base
• Strong negotiation, interpersonal and customer service skills
• Ability to think strategically and generate innovative ideas, identify creative alternatives and operate in a complex environment.
• Ability to negotiate with competing interests, prioritize alternatives
• Proven ability to manage tenant relationships and work with outside contractors
• Exceptional communication skills (verbal and written)
• Solid understanding of commercial leases and leasing processes
• Establishing budgets and forecasts in excess of $500 million in sales and $100 million in nonaeronautical revenue
• Excellent proficiency with MS Office suite (Word, Excel, Outlook, and PowerPoint)
  
  
  

At Toronto Pearson our future is unlimited because we are building it. Our work is not just about building the foundation for the airport of tomorrow but the way to create careers in a cutting-edge work environment. Be a part of this once-in-a-lifetime chance to build our legacy.

Let’s do this together!