Head Of Non-Aero Business Development

The Head of Non-Aero Business Development is responsible for identifying, developing, and delivering new business opportunities and revenue-generating initiatives across Abu Dhabi Airports non-aeronautical commercial portfolio, including Hospitality, Retail, Food & Beverage, and Advertising. The role proactively identifies opportunities within and beyond the airport environment by leveraging airport assets, passenger traffic, customer ecosystems, strategic partnerships, and Abu Dhabi’s broader destination offerings to create new revenue streams. The position leads the full lifecycle of business development initiatives, from opportunity assessment and feasibility studies to business case development, commercial negotiations, stakeholder engagement, and implementation. The role works closely with internal departments and external partners to develop innovative business models, strategic partnerships, and customer propositions that drive growth, diversification, and enhanced commercial performance.

Responsibilities

Strategic Business Development

• Develop and execute the non-aeronautical business development strategy aligned with Abu Dhabi Airports’ commercial and corporate objectives.
• Identify, assess, and develop new business opportunities across Hospitality, Retail, Food & Beverage, and Advertising.
• Explore opportunities within and outside the airport ecosystem, including new ventures, partnerships, and destination-related initiatives.
• Identify innovative commercial models and new revenue streams to diversify non-aeronautical income.

Business Opportunity Assessment & Delivery

• Lead end-to-end development of new business initiatives, including: 
  • Opportunity identification
  • Market assessment
  • Feasibility studies
  • Business case development
  • Approval processes
  • Commercial structuring
  • Implementation
• Conduct market research, competitive benchmarking, and trend analysis.
• Develop financial models and business cases, including revenue forecasts, CapEx, OpEx, ROI, and investment requirements.
• Monitor performance of newly launched initiatives and identify opportunities for improvement and expansion.

Partnership & Stakeholder Management

• Establish strategic partnerships with brands, operators, investors, developers, government entities, and tourism stakeholders.
• Lead commercial negotiations and structure partnership frameworks, including: 
  • Revenue-share agreements
  • Minimum guarantees
  • Joint ventures
  • Management contracts
  • Lease agreements
• Build and maintain a strong network of external stakeholders and strategic partners.
• Represent Abu Dhabi Airports at industry forums, conferences, and business development events.

Commercial Growth & Innovation

• Leverage airport assets, passenger traffic, customer data, and digital platforms to generate additional revenues.
• Develop innovative customer propositions and commercial concepts aligned with market trends and customer expectations.
• Identify opportunities to enhance and expand existing commercial activities through new products, services, and partnerships.
• Support initiatives that improve customer experience while delivering commercial value.

Internal Collaboration & Governance

• Collaborate with Finance, Legal, Procurement, Strategy, Operations, Marketing, Technology, and other business functions to ensure successful implementation of initiatives.
• Establish and manage a prioritized business development pipeline based on strategic fit, feasibility, investment requirements, and expected returns.
• Establish KPIs and performance measures for business development activities.

Leadership & People Management

• Lead, mentor, and develop a high-performing business development team.
• Foster a culture of innovation, entrepreneurship, commercial excellence, and accountability.
• Support the development of Emirati talent in line with the Emiratization strategy.

Health, Safety & Compliance

• Collaborate with HSE and relevant teams to promote a safe and healthy work environment.
• Ensure team participation in HSE training and awareness programs.
• Encourage reporting of incidents, hazards, and unsafe conditions.
• Ensure timely closure of corrective actions and compliance with HSE and Quality requirements.
• Perform any other duties assigned by the Line Manager to achieve divisional objectives.

Requirements & Skills

Education & Qualifications

• Bachelor’s Degree in Business, Retail Management, or a related field.
• MBA preferred.

Experience

• Minimum 10 years of experience in retail, travel retail, or airport commercial management.
• At least 7 years of experience in senior leadership roles.
• Experience in airports, aviation, or large-scale transport hubs is highly desirable.

Technical & Professional Skills

• Proven track record managing multi-site airport retail portfolios or luxury retail operations.
• Strong commercial negotiation experience with international retail brands and concessionaires.
• Strong understanding of: 
  • Global passenger trends
  • Luxury retail markets
  • Middle Eastern retail markets
• Experience in developing business cases, financial models, and revenue-growth initiatives.
• Knowledge of partnership structures, concession management, and commercial agreements.

Core Competencies

• Strategic Thinking
• Risk Management & Sound Judgment
• Stakeholder Management & Influencing Skills
• Communication Skills
• Negotiation Skills
• Problem-Solving Skills
• Leadership and Team Development
• Innovation and Commercial Acumen
• Relationship Building and Networking Skills
• Results Orientation and Accountability