Director, Concessions & Partnership Development

Develop and execute annual operating plans and a rolling five-year strategic non-aeronautical revenue plan for airport concessions, partnerships, and advertising.

Develop strategies that maximize concession revenue and profitability, including evaluating proposals, negotiating leases and contracts, and overseeing new concessions and renovations.

Lead commercial planning for Pearson LIFT, terminal redevelopment, and future airport growth initiatives.

Own business development and performance oversight for key strategic non-aeronautical revenue partners.

Develop innovative partnership, sponsorship, and airport advertising strategies aligned with GTAA’s vision.

Create new revenue-generating partnerships through business development, new partners, products, programs, and commercial initiatives.

Lead complex procurements, negotiations, contract renewals, and commercial partnership agreements.

Deliver revenue, profitability, sales per enplanement, and revenue per enplanement targets across channels and sub-categories.

Integrate commercial opportunities into infrastructure, customer experience, airport development, and capital initiatives in partnership with Planning, Infrastructure, Operations, and Customer Experience teams.

Lead forecasting, budgeting, business planning, portfolio governance, performance management, and commercial risk mitigation.

Use passenger, market, and industry insights to optimize tenant mix, pricing, advertising programs, partnership models, commercial yield, and customer spend.

Develop passenger marketing campaigns, cross-partner promotions, and integrated airport, brand, and operator activations that increase conversion and spend.

Partner with technology teams to develop and launch solutions that improve portfolio performance.

Prepare and present executive- and Board-level commercial strategies, recommendations, and agreements.

Represent GTAA with industry partners, airports, regulatory agencies, and at global commercial aviation events.

Build, coach, and develop a diverse, high-performing team while fostering accountability, adaptability, inclusion, customer focus, and continuous improvement.

10+ years of experience leading a commercial business, with a proven track record of growing profit and loss performance and market share.

10+ years of experience negotiating large, complex commercial agreements with sophisticated organizations.

A post-secondary degree in Business, Commerce, Economics, Finance, Marketing, or a related field, or an equivalent combination of education and relevant experience; an MBA or postgraduate degree is considered an asset.

A broad business background with an emphasis on airport sales, commercial management, business relations, hospitality, retail, concessions, advertising, or partnership development.

Demonstrated success building strong commercial teams with a hospitality- or customer-centric approach.

Experience in business development and new product or program development.

Knowledge of airport advertising media, including digital networks, sponsorships, and traditional airport media, is considered an asset.

A thorough understanding of commercial and partnership agreements, commercial space planning, and design principles.

Experience establishing and managing large-scale sales, revenue, budgeting, and forecasting portfolios.

Advanced skill in developing and presenting business strategies at the executive and Board levels.

Exceptional negotiation, relationship management, interpersonal, customer service, verbal communication, and written communication skills.

The ability to think strategically, generate innovative ideas, navigate competing interests, prioritize alternatives, and operate effectively in a complex environment.

The ability to obtain and retain a Transportation Security Clearance at the designated level for the position.

The GTAA is committed to Employment Equity and maintaining a diverse, equitable and inclusive workplace where everyone can thrive.

This position is exempt from Ontario's 2026 pay transparency requirements under Regulation 476/24.