Director, Concessions & Partnership Development

Toronto Pearson International Airport; Toronto; Hybrid; CAD 170,000 - 210,000; Full time

Benefits offered by this job

Flexible retirement program (RRSP)

TFSA support

Hybrid work environment

Job summary

Toronto Pearson International Airport is seeking a Director, Concessions and Partnership Development to lead and optimize the airport's commercial partnerships portfolio, including retail, F&B, lounges, advertising, sponsorships, and strategic collaborations.

You will drive revenue growth, partner relationships, and portfolio performance from strategy through renewal, ensuring alignment with Pearson LIFT and terminal redevelopment objectives.

Qualifications

• Advanced negotiation and deal structuring with large, complex partners.
• Experience leading commercial teams with strong customer focus.
• Proven ability to develop and execute multi-year revenue plans.

Responsibilities

• Lead annual operating plans and five-year revenue strategies for concessions, partnerships, and advertising.
• Negotiate leases, contracts, and new concessions to maximize revenue and profitability.
• Oversee procurement, performance management, and renewals of commercial agreements.
• Drive partnerships, sponsorships, and advertising strategies aligned with GTAA's vision.
• Forecast, budget, and govern the portfolio while managing commercial risk.
• Collaborate with Planning, Infrastructure, Operations and Customer Experience teams to integrate opportunities.
• Present executive-level strategies and recommendations to the Board.

Skills

Commercial leadership

Negotiation

Strategic thinking

Stakeholder management

Leadership

Business development

Analytical thinking

Education

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

MBA or postgraduate degree (asset)

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 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 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.

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 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.