What are the responsibilities and job description for the Senior Director, Business Development position at Marshall Retail Group?
The Senior Director of Business Development plays a strategic and influential role in driving growth and expanding market opportunities for WHSmith North America. Reporting directly to the Vice President of Business Development for the North American West region, this role is responsible for managing and responding to Request for Proposals (RFPs), engaging in direct negotiations, and proactively seeking new development opportunities. The Senior Director will also build strategic partnerships to support organizational growth objectives. This role is ideal for a dynamic professional who thrives in a fast-paced, high-stakes environment and possesses exceptional relationship-building and strategic planning skills.
Job Responsibilities
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- Lead the process of RFP development and direct negotiations, ensuring strategic alignment, compliance, and maximization of opportunities.
- Develop high-impact RFP presentations and negotiation strategies, effectively communicating value propositions to stakeholders.
- Continuously enhance the RFP and negotiation process, implementing best practices to increase win rates and strategic success.
- Collaborate with the VP of Business Development to develop strategic plans that expand new airport retail opportunities in existing and new target markets.
- Identify, pursue, and secure new business opportunities to support airport growth objectives.
- Evaluate the financial viability of potential projects in collaboration with the finance team.
- Partner with the finance team to develop detailed financial proformas, leveraging historical passenger data, sales figures, and other key metrics.
- Provide financial insights and make strategic recommendations to the VP of Business Development and Chief Development Officer to support business cases and RFPs.
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- Foster and maintain positive relationships with existing and potential airport clients, responding to landlord needs and ensuring a high level of client satisfaction.
- Develop strategic brand partnerships and vendor relationships.
- Initiate, develop and maintain relationships with Airport Concessions Disadvantaged Enterprise (ACDBE) joint venture business partners and attend virtual quarterly business meetings to discuss strategies to drive growth.
- Develop strong working relationships with local, regional, and corporate WHSmith North American management teams.
- Lead and execute strategic projects as directed by the VP of Business Development, ensuring timely and successful implementation.
- Conduct all activities in alignment with WHSmith North America's mission, vision, core values, and commitment to organizational health.
- Embrace additional responsibilities and challenges as they arise, demonstrating adaptability and a growth mindset.
