Collinson Group is a global leader in driving loyalty and engagement for many of the world’s largest companies. Predominantly through the provision of travel related benefits within a market leading digital travel ecosystem. The group offers a unique blend of industry and sector specialists who together provide market-leading experience in delivering products and services across four core capabilities: Loyalty, Lifestyle Benefits and Insurance.

The group provides unrivalled insight and expertise around affluent consumers and frequent travelers, creating and delivering products and services now accessible to over 400m end consumers.

We have more than 25 years’ experience, with 28 global locations, servicing over 800 clients in 170 countries, employing 1,800 people.

We have been bringing innovation to the market since inception – from launching the first independent global VIP lounge access Programme, Priority Pass to being the first to sell direct travel insurance in the UK through Columbus Direct and creating the first loyalty agency of its kind in the travel sector with ICLP. Today we still invest heavily in innovation to ensure that we continue to deliver superior customer experiences.

Key clients include: Visa, Mastercard, American Express, Cathay Pacific, British Airways, LATAM, Flying Blue, Accor, EasyJet, HSBC, Chase, HDFC.

Our mission is focused on doing good beyond profit, which for us means we seek out opportunities for our people to share in our success and that we give back to the communities and people within which we work.

Never short of ambition, the success of our business is delivered through the diverse and talented team of over 1,800 colleagues globally.

Purpose of the job

Responsible for the overall revenue and gross margin and successful development of their market, including:

• Execution of global and regional strategy to deliver an aligned plan to operate with maximum effect within the local market
• Overall business delivery and profitable performance
• New business and revenue and Gross margin protection and growth
• Client thought leadership, retention and growth

The Market Director - Commercial will represent all available Collinson International offerings in their market. The role will have a responsibility for evolving and growing the Collinson International business, bringing in new capabilities as the market opportunity and support network allows. The Market Director will work closely with their peers on the regional leadership team in supporting a healthy and collaborative matrix.

The role is responsible for managing the market’s overall commercial and business development efforts, liaising with the rest of the region and the organization globally. Reporting to the SVP, Commercial of the Region, the Market Director will be a key member in developing the strategy to enhance partnerships with current clients, build business with potential clients, and conduct ongoing assessment of the market landscape and opportunities. The role represents all available Collinson International offerings and has responsibility for evolving and growing the Collinson Group business bringing in new capabilities as the market opportunity and support network allows.

The role will work in line with local, regional, and global business initiatives to achieve market goals and focus, and work alongside a matrixed team of business development, account management, operations, lounge partners, and marketing. The role is expected to deliver challenging and innovative results, help shape the future of its target market and business lines and engage confidently with senior members of Collinson and its clients.

This role will also manage Collinson’s identity and reputation in the market, participate and engage in industry forums, groups, and activities, and network with business prospects. The Market Director is accountable for business and employment compliance and provide ‘Market Perspective’ and insights contributing to all global plans.

Key Responsibilities

Strategic Planning:

• Identify growth opportunities in the region to expand the company’s footprint.
• Review, recommend, formalize and execute the market strategy.
• Continuously monitor the competitive landscape and adapt strategies accordingly

Market Propositions and Launches:

• Identify trends and consumer needs for the market supporting the development of group strategies, products, and propositions.
• Capture market specific client and prospect requirements to share with relevant stakeholders across the business.
• Work closely with cross-functional teams to translate requirements into tailored propositions.
• Work closely with Product and Technology, supporting the delivery of products and services while meeting market requirements.
• Support the successful launch of new offerings onto the market.

Strategic Partnerships:

• Identify and execute new strategic partnerships to enhance market penetration and expand the company’s reach.
• Build strong, mutually beneficial relationships with key partners and stakeholders to drive business development opportunities.
• Cultivate senior strategic relationships with key decision makers and influencers in key verticals and industry bodies/associations.

Business Development:

• Support market level Business Development targets and goals for group propositions and services.
• Support and contribute to regional/global pitches and other business development initiatives as required.

Account and Client Management:

• Deliver and grow key client business in line with local, regional, and global strategies.
• Accountable to lead market account teams to drive account relationship development and strategies.
• Support account teams to execute account level strategies across multiple sectors including credit cards, banks, airlines, and airports.
• Work with regional and global resources, establishing and adopting best practice account management and business administration for all aspects of business in the market

Team Leadership:

• Responsible for aligning with global programs and projects, ensuring successful implementation of appropriate company initiatives and tactics, such performance management, career planning, succession planning, leadership development.
• Work alongside P&C on recruitment, development, retention, and performance of talent required to support business plans and delivery.
• Serve as a coach and mentor to local staff, focusing on individual and team effectiveness.
• Accountable for internal communication, ensuring key messages and communication are cascaded effectively to staff.

Knowledge, skills and experience:

• 10+ years of experience in working as a Managing Director, Country Lead or Senior leader in a similar sized global company with a track record of delivering success.
• In-depth understanding and insights into the consumer and commercial environment in local market.
• An ability to represent and champion the group proposition with authority, passion, and conviction, garnering high levels respect within the industry.
• Solid people development and relationship management experience.
• Experience in working in highly matrixed organizations.
• Fluency in English, articulate and able to convincingly present complex ideas and concepts in verbal and written form.
• Strongly demonstrate the following competencies:
  • Negotiation
  • Flexibility and influential skills
  • People and client management
  • Communication and presentation
  • Solutions-orientation
  • Curiosity and relationship-building

• Ability to assess the market to gauge business opportunities.
• Nurture current client partnerships, building loyalty and exploring additional business prospects. Track record in establishing strong local partnerships.
• Well networked in the financial services and travel sectors and with a good understanding of customer engagement.
• Aptitude and enthusiasm for pitched and consultancy/solutions-based business development with demonstrable experience in landing major clients and projects.
• Able to provide thought leadership and direction to functional teams thereby leading the development of the market ensuring products and propositions fit the market and are constantly refined as the market, and competitors, evolve their offerings.
• A dynamic and inspiring senior leader with proven success at managing delivery, performance, and profitability on major projects
• Growth and profit focused with a proven ability to develop and maintain clear business processes and practices which facilitate accurate and quality delivery of services.
• Strong relationship and network manager, able to successfully collaborate with peers, executives, staff and external contacts as part of a global matrix organization.
• Excellent leadership skills, able to inspire, develop and motivate our people and lead cultural and organisational changes and developments.
• Excellent sales leadership skills; able to inspire, develop and motivate a commercial team.