Director, Concessions & Partnership Development

Toronto Pearson International; Toronto; Hybrid; CAD 150,000 - 190,000; Full time

Benefits offered by this job

Hybrid work

Comprehensive benefits

Learning opportunities

Job summary

The Greater Toronto Airports Authority (GTAA) is seeking a Director, Concessions and Partnership Development to lead Toronto Pearson's non-aeronautical revenue strategy across concessions, advertising, lounges and sponsorships.

You will oversee annual operating plans, negotiate complex contracts, and drive partnerships while aligning with the airport’s five-year growth plan and passenger experience goals.

Qualifications

• 10+ years of experience leading a commercial business and driving revenue growth.
• Proven track record negotiating large, complex commercial agreements.
• MBA or postgraduate degree is an asset.
• Experience in airport sales, hospitality, or retail/concessions.
• Strong negotiation, relationship management, and communication skills.
• Ability to obtain Transportation Security Clearance at the required level.

Responsibilities

• Develop annual operating plans and a rolling five-year non-aeronautical revenue plan for airport concessions, partnerships, and advertising.
• Negotiate leases and contracts; oversee new concessions and renovations.
• Lead commercial planning for Pearson LIFT, terminal redevelopment and growth initiatives.
• Own business development and performance oversight for key partners.
• Create innovative partnership, sponsorship, and advertising strategies.
• Lead procurements, contract renewals, and partnership agreements.
• Forecast, budget, and manage portfolio performance and risk.
• Collaborate with Planning, Infrastructure, Operations, and Customer Experience teams.

Skills

Negotiation

Leadership

Strategic thinking

Stakeholder management

Communication skills

Team development

Business development

Education

MBA or equivalent asset

Post-secondary degree in Business/Commerce/Economics/Finance/Marketing or related field

Job description

Director, Concessions & Partnership Development

Job Category: Commercial

Requisition Number: DIREC005175

• Full-Time
• Hybrid

Locations

Showing 1 location

Toronto, ON L5P1B2, CAN

Description

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

The Greater Toronto Airports Authority (GTAA) is a unique and dynamic place to work, with a bold plan 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 2,100 GTAA employees are working to create a next-generation airport by innovating in all we do and striving for the most uplifting, safe and efficient experience for our passengers – all while championing the prosperity of our people, the community we call home, and our aviation partners. Join us on our journey together, as we put the joy back into travel and make Toronto Pearson the chosen place to fly and work.

What's in it for you?

• An opportunity to grow, develop, and thrive within a dynamic, and fast-growing company alongside thoughtful and passionate individuals dedicated to their work and community.
• Comprehensive benefits, including a flexible retirement program with employer matching, along with voluntary savings options (RRSP, TFSA, and Non-Registered Savings Plans).
• A flexible hybrid work environment, continuous internal and external learning 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 commercial partnerships.

You will be accountable for maximizing commercial revenue, enhancing passenger experience, and increasing long-term asset value through market-leading commercial strategies, partner relationships, 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 and terminal redevelopment support the portfolio’s growth objectives.

As the executive relationship owner for key commercial partners, you will 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 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 optimise 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.

This is the role for you, if you have:

• 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 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.