Head of Commercial

POSITION OVERVIEW

This is a senior role within our leadership team reporting directly to the CEO to deliver profitable and optimised commercial outcomes that support the growth and sustainability of the airport’s non-aeronautical revenue.

This strategic aim is to be delivered by:

• Leveraging existing or new relationships from the local business community.
• Strongly integrate with resource sector project teams to develop accommodation solutions that suit broader project timelines.
• The development and day-to-day administration of all commercial, leasing, retail and commercial property management and utility provision including development of new property opportunities and commercial expansion.

KEY RESULT AREAS

• Source and originate new business that leverages the strength of PHIA;
• Commercial and contract negotiations are undertaken efficiently and effectively;
• Management of commercial, leasing, retail, property and business development portfolios is undertaken on an effective basis to maximise the return on investment;
• Commercial, leasing, retail, property and business development portfolios revenues meet or exceed budget estimates;
• Budgets (revenue, operating and capital) are prepared and managed in a timely and accurate basis.
• Strategic planning is prepared and managed in a timely and accurate basis;
• Leveraging marketing and social media channels to improve commercial results;
• Budget and forecast non-aero revenue streams.
• Demonstrate and endorse PHIA’s Vision, Mission and Values.

DUTIES & RESPONSIBILITIES

Revenue Generation

• Maximise commercial revenues through management and development of commercial, leasing, retail, property and business development portfolios;
• Maximise commercial revenue by delivering retail and food and beverage offerings based on current trends and market research;
• Negotiate and implement lease, licences and agreements with business partners that optimise the business interests financially and protect its interests legally;
• Work with concessionaires on a partnership basis to improve merchandise mix, offer and staff training to increase revenue through the facilities;
• Investigate and propose effective and profitable business development products and efficiencies to improve the bottom-line maximising revenue from non-aeronautical sources such as rental car hire, parking and advertising;
• Continuously explore new initiatives to add to customer satisfaction or revenue streams of the operation.

Strategic Development

• Ensure airport facilities are planned and expanded in an effective, efficient and cost-effective manner to generate new commercial opportunities.
• Benchmark commercial property holdings performance against other airports and comparable off-airport facilities to develop suitable KPI’s to measure commercial property performance;
• Contribute to ensure new developments are designed around stakeholder requirements and accepted service and operating standards;
• Develop strong proactive working relationships with airport stakeholders (e.g., client airlines, concessioners) to deliver a cost effective, efficient terminal operation that meets corporate objectives;

Commercial Property Management

• Lease management for all aviation and non-aviation leases including lease compliance (financial and legal), rental reviews and owner responsibilities;
• Establishment of effective and efficient asset maintenance plans and procedures;
• Direct Solicitor and Valuer instructions;
• In consultation with legal, financial and valuation advisors maintain lease documentation to industry best practice standards, terms and conditions;
• Management of outgoing recovery including utilities e.g., electricity and water, and regulatory costs e.g., rates, land tax;
• Conduct rent reviews (e.g., CPI, Fixed and Market), assignments and renewals process for the commercial property portfolio;

Management and Leadership

• Prepare proposals, business cases, cost/benefit analysis and Board Reports in relation to commercial property and business development and improvement matters to enable fully informed decisions;
• Ensuring risk mitigation in all commercial and property related issues;
• Provide development of commercial offers, leases, licences, agreements, Expressions of Interest Processes, tenders, project management, development briefs, scope of services briefs & other general commercial matters;
• Demonstrate leadership practices (e.g., promote teamwork, encourage consultation, communication, role modelling, continuous improvement);
• Actively promote the need to maintain a safe working environment through compliance with the Safety Management Framework and workplace related health and safety legislation including the CASA compliant Drug and Alcohol Management Plan (DAMP);
• Comply with local, state and federal security and environmental legislation, report all incidents and work in accordance with PHIA’s Security, Environmental and Sustainability Policies including the use of Work Procedures;
• Actively demonstrate and endorse the Values of PHIA by showing awareness and respect to our community, company, shareholders and stakeholders.

SKILLS, KNOWLEDGE & EXPERIENCE (SELECTION CRITERIA)

Essential

• Demonstrated negotiation skills particularly in closing commercial contracts;
• Strong relationships with resource sector management;
• Good relationship and a proven track record within the Pilbara business network;
• Credentials in a property, business and/or financial related discipline and/or significant industry experience;
• Proven results in business development and new initiatives;
• Extensive experience in managing complex dynamic operations with commercial imperatives;
• Well-developed and effective oral and written communication skills.
• High degree of demonstrable computer literacy.

Desirable

• Post Graduate qualifications in property, business, finance, account, property or project management;
• Experience in the Aviation environment.

Mandatory

• The appointed employee will be required to undergo a Drug & Alcohol test and Pre-Employment Medical;
• Hold a current WA or national class C driver’s licence;
• Hold or ability to obtain an Aviation Security Identification Card (ASIC).

If you’re interested in this role, click ‘apply now’ to forward an up-to-date copy of your resume. If you would like more information about this role, please contact Shiwani Nair, Head of Airport for a confidential conversation via email at hoa@phia.com.au or by phone on 0408 913 061.