Head of Business Development

Strategic Planning

• Formulate and drive regional strategy, in close partnership with Regional GM and commercial leaders in the regional team.
• Collate and analyze external and internal data to identify business opportunities, including competitive intelligence: monitor competitor activities (launches, campaigns, pricing, partnerships) to inform strategy.
• Oversee Financial and business performance forecast, identify risk and opportunities, implement action plan in partnership with Commercial team to ensure performance objectives are met, meanwhile identify mitigating longer term potential business risks (regulatory, economic, geopolitical).
• Define and implement strategic frames, maintaining key principle across key accounts for region:
• Key account strategies - ensure complimentary approach and synergy across the strategic plan for each retailer/ key accounts - CDFG, Sunrise, and other key airport retailers.
• Channel Strategy – Online including (e-commerce platforms) and Offline (physical stores in airports and downtown duty-free locations)
• Investment frame – Marketing (animation, promotions relevant for Chinese consumers in view of wider Chinese ecosystem), CAPEX (store renovations, expansions), BA (Beauty Advisor) programs, etc.
• Negotiation frame - Trade terms, multi-brand opening/delisting, investments, considering unique business practices and regulations in region. Provide guidance in preparation for key commercial negotiations, support the liaison between commercial, legal and finance functions.
• Performance Reporting & Communication: Develop and deliver concise reports which support business reviews, with specific KPIs that drive regional strategy.

Transformation andtransversal projects

• Actively participate in transformation projects of the group from initiation to implementation, contributing to overall group strategy beyond the remit of the region
• Partner with Group key functional leaders in transversal projects to bring about industry and channel transformations, topics include:
• Data Partnership (CRM) to leverage customer data for targeted marketing and personalized experiences.
• Identify emerging trends and technologies relevant to regional travel retail, recommend further evaluation or pilot programs in partnership with CMO/ CMI team.
• Sustainability initiatives that resonate with local consumers and align with local regulations.

Internal and externalstakeholder relationship

• Play a pivotal role as the strategic advisor to the Regional GM, connect and enhance the working relationship of various functions, include Commercial, Marketing, Finance, Operations, Customer Service, Retail Design, VM and R&E
• Build strong partnership and network with Chinese travel retail ecosystem partners, including retailers, airport authorities and industry/brand peers in contribution to TRAP business and overall regional TR channel
• Lead the preparation of key executive meetings, visits, retailer conference and industry events including TFWA on behalf of the region
• Navigate and educate the team/ the group on cultural nuances and business practices specific to the Chinese market