LLA - Commercial Concessions Manager
London Luton Airport
London, GB
2d ago

LLA BACKGROUND :

LLA is one of the UK’s largest airports and handled just short of 18 million passengers in 2019, being the fastest growing major UK airport across the last 5 years.

LLA has recently concluded a £160 million transformation investment, transforming the terminal environment with a 140% increase in available retail / catering, and from 2022, LLA will have the second fastest airport rail connection to Central London.

Considering the significant growth achieved to date, as well as the evidently substantial opportunity to capitalise across the future horizon, it remains imperative that LLA continues to optimise its commercial income streams.

ROLE OVERVIEW :

The Commercial Concessions Manager will lead the day-to-day management of LLA’s 120,000 ft² retail estate, encompassing retail, food & beverage & media concessions, supported by the Commercial Operations Executive.

Intellectual portfolio management is required to optimise the trading of space, whilst driving sound business partner performance, customer penetration and ultimately, strong sales results.

The postholder will be LLA go-to contact for retail business partners, responsible for over 65 contracts and 45 retail units.

Alongside owning BAU trading and contractual management of Concessionaires, the Commercial Concessions Manager will oversee the delivery of a safe, secure and an ever increasingly sustainable retail environment, whilst honing a future pipeline of innovative and creative strategies that remain abreast of emerging trends in the retail sphere.

Critical to the airport, this strategic role will make a significant contribution to LLA’s COVID recovery plan, delivering results that are pivotal to the airport’s success in post-COVID trading. ROLE OBJECTIVES :

The Commercial Concessions Manager will deliver income growth through :

  • Owning business partners trading relationships, ensuring the unyielding drive of sales performance and pursuance of new opportunities.
  • Analysing data & trends in buying behaviour, identifying and delivering income growth.
  • Managing the day-to-day performance of retail, food & beverage, and media concessions.
  • Ensuring high operational, customer service, sustainability and safety-related standards across the LLA retail estate.
  • Creatively driving change that compliments the transient nature of the retail sphere, to suit rapidly changing consumer demands.
  • Ensuring early adoption of new processes and technologies to support sales improvement and the quality of business partner management.
  • KEY STAKEHOLDERS :

  • Concessionaires and potential future Concessionaires, in the airport travel / retail space
  • LLA Commercial
  • LLA Finance
  • LLA Marketing
  • LLA Procurement
  • PRINCIPAL ACCOUNTABILITIES :

  • Support the delivery of LLA’s commercial strategy, through the creation and delivery of business plans that maximise retail sales and service levels.
  • Develop and execute a structured approach to working with business partners to maximise commercial opportunities.
  • Manage sales & productivity performance, identify and implement strategies to improve business partner performance.
  • Manage the Concessionaire change process, from contract award through to unit design and build, to store opening.
  • Be LLA Commercial’s face of the terminal , establishing and maintaining positive relationships with key stakeholders, including business partners, customers, operational duty teams and airlines.
  • Play an active role in the development of marketing, PR and events to drive footfall, sales and positive media coverage.
  • Deliver a consistently high level of operational, sustainability and health & safety excellence.
  • KNOWLEDGE, SKILLS & EXPERIENCE REQUIRED :

  • Proven commercial management experience in a commercial or service-led environment.
  • Management within the sphere of Retail / Shopping Centre / Airport / Theme Park / Resort (desirable).
  • Strong analytical and financial management skills, including forecasting and development of business cases.
  • Understanding of the retail market with specific reference to the implementation and use of technology solutions, to improve customer participation and retail productivity.
  • Experience in the successful delivery against challenging targets, as well as being able to identify new opportunities to grow revenue, through detailed planning and execution.
  • Demonstrable ability to deliver change through business improvement and industry benchmarking / best practice to raise retail performance.
  • PERSON SPECIFICATION :

  • Commercially minded & naturally analytical
  • Highly numerate, literate and articulate
  • Able to work successfully under pressure
  • Applies rigour with attention to detail being applied to all tasks
  • Demonstrates integrity, personal responsibility and credibility
  • A results-oriented self-starter
  • Resilient, with a can-do attitude
  • Displays a positive & productive leadership style
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