Head of Business Development, APAC (North Asia and Indochina)
- Singapore
- Permanent
- Full-time
Reporting to the Business Development Director, APAC, the Head of Business Development APAC is a critical role in the Airport Dimensions team with responsibility for the continued expansion of our network in key strategic airports in Asia Pacific. This role focusses on pursuing our strategic expansion in North Asia and Indochina.The Head of Business Development is responsible for developing and implementing winning acquisition strategies for a specific target list of locations in North Asia and Indochina region. It will do so by developing direct relationships with airport and government decision makers and working in conjunction with the wider teams. The role is expected to work together with the APAC management for the commercialization and operationalization of the lounges upon a successful winning bid, partnership and/or acquisition. This is a highly visible role within the organization and the successful candidate will have engagement with a wide range of stakeholders within Airport Dimensions, Collinson, and external organisations.Key Responsibilities:
- Responsible for driving delivery of new business opportunities across North Asia and Indochina for Airport Dimensions.
- Working with the existing business development team, build a comprehensive prospect list and sales pipeline, moving this pipeline into completed sales over time
- Drive new prospect relationships across North Asia and Indochina region and leverage existing clients/partner relationships to cross sell Airport Dimensions offerings
- Targeting and contacting suitable prospects to open and build relationships in a proactive and value-added manner
- Building relationships and driving value to ensure potential clients provide us with opportunities to pitch our products and services to them
- Provide intelligence on the competitive landscape of each target location
- Provide broad intelligence on key competitors across North Asia and Indochina
- Develop and execute location specific plans factoring individual location dynamics
- Own the pitch process using customer and market insight and clear understanding of client needs to leverage the right capabilities to differentiate and win new business
- Lead the formation of RFP responses in partnership with the Marketing and partnership teams
- Work with Operations to complete the sales cycle ensuring a smooth transition from new business to implementation, and onto account management
- Build strong relationships with assigned internal and external partnership teams establishing clear communication practices. Engage with cross-functional teams to progress individual projects achieving milestones and deadlines
- Work closely with the Commercial Team to develop financial models on all new opportunities
- Work closely with the partnership legal and compliance teams to effectively negotiate our position with Airport Authorities in relation to lease terms and financial obligations
- Produce internal progress reports and updates as may be required
- Represents AD at appropriate airport concession meetings and industry conferences.
- Minimum of 7-10 years of business development experience with a high degree of ownership in an airport environment.
- Understanding of the airport and airline industry, infrastructure and requirements is essential
- Understanding of various APAC airport markets preferred, particularly North Asia and Indochina
- Exceptional and demonstrated communication skills and comfortable giving presentations to new audiences, including C suite levels
- Proven track record of excellent relationship building resulting in successful business outcomes. A business developer with an ability to lead across the business development cycle from lead generation to closing.
- Ability to process and synthesize significant amounts of disparate information and intelligence, and to assess and share such information and analysis in ways that are clear, timely and actionable
- Good negotiator who can advocate & recommend favorable business & lease terms with government appointed officials and lobbyist organizations. Knows where to draw the line.
- Ability to inform, understand and interpret detailed financial models, strong attention to detail
- Ability to prioritize and manage your time to focus efforts on intentional outcomes
- Ability to work in a small team environment and a self-starter who can work independently
- You need to be an excellent communicator and team player, with the ability to work well under pressure
- You need to have a high level of professionalism with the ability to maintain confidentiality
- Previous experience of working with airport authorities and in airport environments essential
- Ability to travel as needed (estimated 25%) along with flexibility to work from home to balance work / life demands.
- Demonstrated team player with demonstrated success working across cross functional teams
- Ability to understand where opportunities lie and a drive for growth and results