Director, Concessions and Partnership Development

Toronto Pearson International Airport; Toronto; Hybrid; CAD 150,000 - 210,000; Full time

Benefits offered by this job

Comprehensive benefits

Flexible retirement program with RRSP/

Hybrid work environment

Learning and development opportunities

Recognition program

Job summary

Toronto Pearson International Airport is seeking a Director, Concessions and Partnership Development to lead the non-aeronautical revenue portfolio—concessions, partnerships, advertising and sponsorships. You will drive strategies to maximize revenue, enhance passenger experience and asset value, leading end-to-end partner lifecycle from strategy through renewal.

You will oversee key partnerships, negotiate complex agreements, and align initiatives with Pearson LIFT and airport growth.

Qualifications

• 10+ years of experience leading a commercial business and growing profits/market share.
• 10+ years negotiating large/complex commercial agreements.

Responsibilities

• Develop annual operating plans and a five-year strategy for non-aeronautical revenue across concessions, partnerships and advertising.
• Lead commercial planning for Pearson LIFT, terminal redevelopment and growth initiatives.
• Own business development, relationships and performance oversight for key partners.
• Develop innovative partnership, sponsorship and airport advertising strategies aligned with GTAA’s objectives.
• Lead procurements, negotiations, renewals and partnership agreements.
• Deliver revenue, profitability, and KPI targets across the portfolio.

Skills

Commercial leadership

Negotiation

Strategic planning

Stakeholder management

Team leadership

Business development

Education

Post-secondary degree in Business/Commerce/Economics/Finance/Marketing

MBA or postgraduate degree (asset)

Tools

Advertising/media knowledge

Contract negotiations

Job description

Toronto Pearson is transforming. Now’s the time for your career to fly.

The Greater Toronto Airports Authority (GTAA) is a unique and dynamic place to work, with a bold ambition to make Toronto Pearson, Canada’s leading global hub airport, a global leader in airport performance, customer care and sustainability.

Together with our partners, approximately 1,900 GTAA employees are creating a next-generation airport by innovating in all we do and delivering an uplifting, safe and efficient experience for our passengers. At the same time, we are focused on supporting the prosperity of our people, communities and aviation partners.

Join us as we transform Toronto Pearson and make it the chosen place to fly and work.

What’s in it for you?

• An opportunity to grow, develop and thrive within a dynamic organization alongside passionate individuals committed to their work and community.
• Comprehensive benefits, including a flexible retirement program with employer matching and voluntary savings options, including RRSP, TFSA and non-registered savings plans.
• A flexible hybrid work environment, continuous learning and development opportunities, and a meaningful reward and recognition program.

What can you expect from this position?

Reporting to the Executive Director, Customer & Commercial Development, the Director, Concessions and Partnership Development provides strategic leadership for Toronto Pearson’s concessions and commercial partnership portfolio, including retail, food and beverage, lounges, advertising, sponsorships and strategic partnerships.

You will be accountable for maximizing commercial revenue, enhancing the passenger experience and increasing long‑term asset value through market‑leading commercial strategies, partnerships and programs.

You will lead the full lifecycle of commercial partnerships, from strategy and procurement through negotiation, implementation, performance management and renewal, while ensuring Pearson LIFT, terminal redevelopment and future airport growth initiatives support the portfolio’s commercial objectives.

As the executive relationship owner for key commercial partners, you will help build an integrated commercial ecosystem that attracts investment, strengthens the Pearson brand and delivers sustainable non‑aeronautical revenue growth.

As Director, Concessions and Partnership Development, you will:

• Develop and execute annual operating plans and a rolling five‑year strategy for non‑aeronautical revenue across concessions, partnerships and advertising.
• Develop commercial strategies that maximize concession revenue and profitability, including evaluating proposals, negotiating agreements, and overseeing new concessions and renovations.
• Lead commercial planning for Pearson LIFT, terminal redevelopment and future airport growth initiatives.
• Own business development, relationship management and performance oversight for key strategic commercial partners.
• Develop innovative partnership, sponsorship and airport advertising strategies aligned with GTAA’s vision and commercial objectives.
• Identify and develop new revenue opportunities through partnerships, 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 the portfolio.
• Integrate commercial opportunities into infrastructure, customer experience, airport development and capital initiatives in partnership with Planning, Infrastructure, Operations and Customer Experience.
• 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 integrated marketing, promotional and partner activations that increase passenger engagement, conversion and spend.
• Partner with technology teams to develop solutions that strengthen portfolio and commercial performance.
• Prepare and present commercial strategies, recommendations and agreements at the executive and Board levels.
• Represent GTAA with industry partners, airports, regulatory agencies and at commercial aviation events.
• Build, coach and develop a diverse, high‑performing team while fostering accountability, adaptability, inclusion and continuous improvement.

This is the role for you if you have:

• 10+ years of experience leading a commercial business, with a demonstrated track record of growing profit and loss performance and market share.
• 10+ years of experience negotiating large and 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.
• Broad commercial experience in areas such as airport sales, commercial management, business relations, hospitality, retail, concessions, advertising or partnership development.
• Demonstrated success building and leading high‑performing commercial teams with a strong hospitality and customer focus.
• Experience in business development and new product, program or partnership development.
• Knowledge of airport advertising media, including digital networks, sponsorships and traditional airport media, considered an asset.
• Strong knowledge of commercial and partnership agreements, commercial space planning and design principles.
• Experience managing large‑scale sales, revenue, budgeting and forecasting portfolios.
• Advanced ability to develop and present business strategies and commercial recommendations at the executive and Board levels.
• Exceptional negotiation, relationship management, communication and stakeholder management skills.
• The ability to think strategically, develop innovative ideas, navigate competing interests and make sound decisions 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.