Senior Director Business Development

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.

About Us:

WHSmith is a leading global travel retailer with over 1,700 stores across 30 countries worldwide. WHSmith North America, incorporating Marshall Retail Group (MRG) and InMotion, represents over half of the Company’s international store estate, with a collection of attractive, successful specialty retail stores located in airports and resorts across North America.

Benefits & More:

• Medical, Dental & Vision Insurance
• FREE Life Insurance
• Disability Insurance
• Generous Paid Time Off
• 401k with company match
• Employee Discount
• Career Advancement Opportunities

Job Responsibilities

RFP Development & Direct Negotiation:

• 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.

Strategic Business Development:

• 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.

Financial Analysis & Project Viability:

• 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.

Partnership & Relationship Management:

• 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.

Cross-Functional Collaboration:

• 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.

Organizational Alignment & Growth:

• 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.

Job Requirements

Experience & Expertise:

• 3 years of experience working in business development or strategic partnerships with a proven track record of success in high-level, fast-paced environments
• Finance experience is highly desirable, including financial analysis, and strategic financial planning.
• Experience in the travel retail/food & beverage industry or related sectors is preferred but not required.
• Experience in project management is highly desirable, with the ability to manage multiple initiatives and priorities simultaneously.

Skills & Competencies

• Exceptional strategic thinking and problem-solving skills, with the ability to navigate complex business challenges.
• Excellent communication and presentation skills, including the ability to influence high-level stakeholders and deliver compelling presentations.
• Strong relationship-building and negotiation skills, with a demonstrated ability to establish and maintain strategic partnerships.
• Highly organized with exceptional multitasking and time management abilities.
• Advanced computer skills in MS Outlook, Excel, Word, PowerPoint and Adobe Acrobat.

Travel & Flexibility:

• Willingness and ability to travel frequently (up to 50% of the time), including spur-of-the-moment travel as required by project needs.
• Flexibility with work hours beyond the traditional 9-to-5 schedule to meet dynamic business requirements and priorities.

Preferred Location:

• Candidates based in Las Vegas (company headquarters) or in a city within the West Coast North American region (Denver and all cities west of Denver) are preferred.

Other Requirements:

• Subject to a satisfactory Criminal Background Check and Drug Testing.
• Additional security clearance may be required depending on project location or client requirements.

EEO/ADA/DFWP

WHSmith North America is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sexual orientation, national origin/ancestry, age, gender identity, gender expression, military/veteran status, marital status, disability status or any other basis prohibited by law. At WHSmith North America, it’s about each person bringing passion and skills to a dynamic and inclusive workplace