Head of Commercial Development

Malta International Airport plc is looking for responsible, diligent and energetic individuals who are passionate about the airport and about security and who are willing to continuously learn, develop, and be part of a high performance culture. The following vacancies have arisen within the Retail & Property Department.

Purpose of position:
The Head of Commercial Development will oversee and drive all commercial activities and initiatives at Malta International Airport, leading a dynamic team of Senior Executives. The role will be pivotal in enhancing relationships with tenants and concessionaires, optimising space utilisation within the airport campus, and managing the commercial strategy for the La Valette product suite. Additionally, the incumbent will spearhead the launch and growth of the newly upgraded VIP terminal which delivers premium services to high-end clientele.

Key Responsibilities:

1. Leadership and Team Management:
   • Lead, mentor, and motivate a team of Senior Executives to achieve commercial objectives.
   • Foster a collaborative and innovative team culture to ensure operational excellence.
2. Tenant and Concessionaire Relations:
   • Oversee relationships with tenants and concessionaires, acting as the primary point of escalation.
   • Ensure effective communication and collaboration between tenants, concessionaires, and internal departments.
   • Track and analyse performance metrics to identify opportunities for growth and improvement.
3. Commercial Space Optimisation:
   • Strategically manage the allocation and utilisation of airport spaces to maximise revenue and enhance passenger experiences.
   • Collaborate with relevant departments to identify and implement innovative commercial initiatives.
4. Passenger Experience:
   • Ensure the aesthetics of retail and tenant areas align with the general ambience of the airport, creating a seamless and enjoyable passenger experience.
5. La Valette Product Suite Management:
   • Drive the commercial strategy for La Valette products, including lounge access, porterage, meet-and-greet, and chauffeur services.
   • Oversee operations and identify opportunities to enhance product offerings and customer satisfaction.
6. VIP Terminal Development:
   • Lead the commercial development of the new VIP terminal, ensuring its alignment with high-end customer expectations.
7. Strategic Planning and Reporting:
   • Contribute to the development and execution of the airport’s commercial strategy.
   • Prepare and present performance reports, forecasts, and recommendations to the SVP, Commercial Development and Strategy.
8. Stakeholder Collaboration:
   • Work closely with internal teams, including operations, marketing, and finance, to align commercial initiatives with organisational goals.
   • Build and maintain strong relationships with external partners and stakeholders to enhance the airport’s commercial ecosystem.

Requirements

Key Qualifications and Experience:

• Bachelor’s degree in Business Administration, Commerce, or a related field.
• Proven track record in commercial or retail management, preferably in the aviation or hospitality sector.
• Demonstrated experience in leading teams and managing high-level stakeholder relationships.
• Strong understanding of commercial contracts, financial acumen, and performance metrics analysis.
• Experience with premium products and services, customer experience would be an asset.

Skills and Competencies:

• Very good leadership and interpersonal skills.
• Strategic thinker with the ability to translate vision into actionable plans.
• Excellent communication and negotiation abilities.
• Proficiency in data analysis and decision-making based on performance insights.
• Strong organisational and project management skills.
• Customer-centric mindset with a focus on delivering superior experiences.