Parent Company Overview

Airport Dimensions is part of Collinson, acknowledged as a global leader in customer benefits and loyalty. Collinson has been enhancing the airport experience for over 30 years, with access to lounges, retail, dining, and spa experiences, offers and more. Creators of the world’s largest lounge membership program, Priority Pass provides access to an extensive global lounge and partner network. Using their expertise and products to craft customer experiences. Collinson’s range of services helps global brands acquire, engage, and retain choice-rich customers.

Airport Dimensions Overview

Airport Dimensions want travellers to value their time at the airport. They continuously seek ways to open new dimensions in customer engagement - using a mix of enriching physical experiences and innovative digital services. From comfortable lounges to restful sleep pods, from convenient food ordering to contactless collection of duty free, Airport Dimensions help improve the travel experience while critically helping airports maximize non-aeronautical revenue opportunities, retain airlines, and become more competitive.

Airport Dimensions has a rapid growing network of locations at the world’s leading airports across the United States, United Kingdom, the Middle East, and Asia. Under its brands The Club, Club Aspire, Chase Sapphire Lounge® by The Club, No. 1 Lounges, and sleep ’n fly, Airport Dimensions provides award-winning hospitality services tailored to the specific needs of passengers and develops value-added experiences for over 50 airport and airline partners.

Recent successes in enhancing the airport journey include entering the South American lounge market for the first time with Ambaar Club in partnership with Ambaar and the launch of Chase Sapphire Lounge® by The Club in partnership with JPMorgan Chase. Airport Dimensions has recently acquired the prestigious No 1 lounges portfolio and sleep lounge experts sleep ’n fly – offering travellers a personal space for a peaceful sleep and using the latest technologies, Airport Dimensions has invested in driving revenue growth for airports and increasing traveller satisfaction with the launch of their first digital service Connecta – a one-stop e-commerce and passenger loyalty platform.

India is a key growth market and Airport Dimensions is wishing to develop a stronger in-market presence and recruit a leader for our Business Development activity in the region.

Purpose of the job:

Reporting to the Head of Business Development APAC, the Director of Business Development India is a critical new addition to the Airport Dimensions team with responsibility for the continued expansion of our network in key strategic airports in India.

The Director of Business Development India is responsible for implementing winning lounge space and partnership strategies for a specific target list of airports in India. It will do so through developing direct relationships with airports, airlines, government decision makers, other key aviation stakeholders and working in conjunction with the wider teams in Collinson Group.

The Director of Business Development India is also overall responsible for the commercialization and operationalization of the lounges in India 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 the highest leadership levels within Airport Dimensions, Collinson, and external organizations.

Key Responsibilities:

• Responsible for driving delivery of new business opportunities in India for Airport Dimensions.
• Build a comprehensive prospect list and sales pipeline, moving this pipeline into completed sales over time
• Drive new prospect relationships across India 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
• 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
• Support 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 in India, as appropriate.

Knowledge, skills, and experience required:

• Minimum of 7-10 years of manager level 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
• Exceptional and demonstrated communication skills and comfortable giving presentations to new audiences
• Proven track record of excellent relationship building with aviation stakeholders in India resulting in successful business outcomes
• 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
• Experience working in a matrix/international environment, with colleagues based outside Asia Pacific
• 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 within India as needed (estimated 25%)
• Demonstrated team player with demonstrated success working across cross functional teams
• Ability to understand where opportunities lie and a drive for growth and results

Person Specification:

We are looking for a confident individual who has experience working with cross functional teams to win high-profile proposals. The successful candidate will possess strong presentation skills, have an ability to engage at C-level meetings and be a relationship builder. Someone with experience taking responsibility for their contributions to a greater strategic partnership while working with colleagues across cross functional areas to achieve the broader partnership objectives.

Someone who is commercially astute, has a drive to achieve results and is resilient. A builder of bridges, this role requires someone who enjoys creating positive relationships and can win hearts and minds through their communication and personal style. The role will be part of a Global Business Development team and alignment and engagement across this team will be

essential to ensure the successful development of our network and to achieve established objectives.