Head of New Revenue & Business Development

Toronto Pearson International Airport; Toronto; Hybrid; CAD 272,000 - 368,000; Full time

Benefits offered by this job

Extended health including prescription

Health Spending Account

Fitness allowance

Car allowance

Life insurance

Job summary

Toronto Pearson International Airport seeks a seasoned leader to head New Revenue & Business Development. You will shape the commercial portfolio, pursue bold new opportunities, and strengthen financial resilience by expanding revenue beyond traditional streams.

You will drive business cases, negotiate agreements, and collaborate across Legal, Finance, and Operations to enable successful go-to-market execution and risk management. A strong background in aviation and strategy is essential.

Qualifications

• Bachelor’s degree in Business/Commerce, Economics, Finance, Marketing or similar.
• 10+ years in strategic growth/sales, business development, marketing or similar field.
• Experience navigating highly complex stakeholder environments to produce tangible results.

Responsibilities

• Lead identification, evaluation, and pursuit of new revenue opportunities to grow Pearson’s portfolio.
• Source opportunities by industry trends and enterprise challenges.
• Oversee new opportunities and set direction for assessment.
• Create robust business cases with enterprise-wide thinking and multi-step actions.
• Negotiate contracts or leases for new development initiatives and drive strategy frameworks.
• Develop budgets, forecasts, and 5-year plans with P&L oversight for ventures.

Skills

Strategic growth

Business development

Negotiation

Stakeholder management

Leadership

Education

Bachelor’s degree

Tools

Financial modeling

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:
  • Extended Health including prescription drugs and paramedical
  • Health Spending Account
  • Fitness Allowance
  • Car Allowance
  • Accident and Life Insurance
  • Dental
  • Long Term Disability Coverage
  • Retirement & Savings Program
  • Paid vacation
  • 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?

The Head of New Revenue and Business Development plays a critical role in shaping GTAA’s future by expanding and optimizing its revenue portfolio. Reporting to the Chief Commercial Officer, this leader is focused on strengthening the airport’s financial resilience both through the continuous improvement of existing revenue streams and by identifying new sources of revenue that extend beyond traditional passenger-based streams. This role will re‑imagine revenue diversification for GTAA: define the GTAA’s strategic direction for revenue diversification—bringing forward bold ideas, driving innovative partnerships, and building the internal and external momentum needed to execute. The leader will also play a pivotal role in optimizing current revenue generating activities in the overall Commercial portfolio, identifying areas for enhancement and guiding efforts to innovate and maximize their long-term value. This role will be responsible for generating hundreds of millions in new revenue, effectively doubling the current revenue stream to fund and support the LIFT program. By leading a talented team to generate a strong portfolio of existing and new revenue opportunities, the leader ensures that GTAA is well-positioned to respond to market shifts and unlock sustainable growth.

As Head of New Revenue & Business Development, you will:

• Lead the identification, evaluation, and pursuit of new revenue opportunities that diversify and strengthen Pearson’s commercial portfolio, growing it to a billion dollar+ portfolio.
• Source new opportunities by staying abreast of industry and macro‑economic trends, and leverages this against enterprise challenges, performance and opportunity (e.g., mobility, logistics, technology).
• Oversee the pool of new opportunities and regularly lead the team in reviewing and assessing opportunities; set the direction and opportunities for assessment.
• Lead team to create robust business cases which incorporate enterprise-wide thinking, solid evaluation, and outline multi next-step actions, as well as dependencies which may alter approach.
• Work across established commercial business units to identify new development and diversification opportunities which lie within those portfolios.
• Work with legal, finance and other departments as appropriate to build, assess and execute opportunities across all stages of development and delivery, including but not limited to risk analysis, financial modeling, contract drafting, Management and Board approvals, etc.
• Oversee analysis and due diligence at various stages of the pipeline; responsible for regular communication with senior management on assessment finding and recommendation.
• Negotiate contracts or lease agreements for new development initiatives, leading negotiation and creating strategy frameworks to deliver.
• Create evaluation criteria to assess diversification opportunities against enterprise priorities and goals.
• Champion innovation within the Commercial branch by fostering a culture of experimentation and entrepreneurial thinking.
• Lead commercialization of new revenue initiatives, beginning with FESTI, through go‑to‑market planning, collaborating with internal teams (Legal, Finance, Operations) to enable seamless delivery and risk management.
• Oversee pilots and scale‑up of validated ventures, ensuring alignment with financial and operational standards.
• Strategically build and cultivate a network relationships with prospective senior commercial partners and critical senior external stakeholders. Innovates new models for long term value creation through co‑investment including joint ventures, shared‑revenue models.
• Build and maintain relationships with external partners and third‑party experts to provide insights and support opportunity assessment and execution.
• Create strong working relationships with GTAA executive leaders to understand portfolio nuances and key considerations to assess and perform necessary due diligence to investigate and determine opportunity viability and to catalyze commercialization of validated ventures. Build relationships with third‑party support to respond quickly to new opportunities, supports assessment and provides third‑party insights or validation.
• Develop annual budgets, forecasts, and 5 year business plans and provide P&L oversight for venture investments and revenues, starting with FESTI.
• Present and prepare documentation on the state of the business or strategic initiatives to GTAA Executives and the Board of Directors.
• Establishes pipeline and implementation KPIs to measure department and initiative success, reports on progress regularly.
• Establishes an internal evaluation and tracking system that records decisions (assessing against criteria or to implement), status of progress and pools ideas; creates executive level reporting on a monthly basis.
• Creates a compelling agenda and a clear set of purposeful goals, objectives and expectations which people fully understand and are consistently held accountable to.
• Builds a healthy environment which motivates and encourages others to do their very best work, removing any barriers and/or obstacles that may be getting in the way.
• Commits to and delivers on the people manager promise to support and further the business’ vision through building and development of diverse, multi-skilled teams:
• Coaches, mentors and develops individuals and teams to rise to their full potential while providing timely, constructive and consistent feedback and personal development opportunities.
• Inspires and empowers others to achieve results which exceed expectations and support the shared objective of the organization as a whole.
• Demonstrates balance and adaptability knowing how and when to adjust their style to different situations and different people as required.
• Execute flawlessly by clearly defining what expectations and success looks like in order to foster a positive, healthy and safe work environment, in accordance with all appropriate legislation and regulations.
• Model the GTAA Leadership Behaviours.
• Perform other related duties as assigned.

This is the role for you, if you have:

• Bachelor’s degree with a concentration in Business/Commerce, Economics, Finance, Marketing or similar.
• Must be able to obtain and retain Transportation Security Clearance.
• 10+ years in strategic growth/sales, business development, marketing or similar field
• 10+ years experience navigating highly complex, stakeholder environments to produce tangible results.
• Experience working in and delivering results in complex organizations.
• Previous experience in the airports and aviation sector required.
• Strong business acumen and communication skills.
• Highly developed interpersonal, negotiation and project management skills are required in order to maintain existing relationships, develop new relationships and work effectively in a multi-stakeholder environment.
• Proven ability to foster a positive and collaborative team environment, and work in partnership with multiple stakeholders internally and externally, at varying seniority levels.
• Creative and innovative thinker, coupled with a proactive, resourceful and determined approach to problem solving and driving results.
• Comfortable with ambiguity or new situations.
• Excellent analytical, written, and verbal communication skills with a strong experience of stakeholder management.
• Ability to think strategically, critically and cross-enterprise.

Salary:

$320,000.00 per annum, based on 40-hour work week. This is individually tailored to reflect your unique experience, qualifications and internal equity. Performance-Based Incentive: Eligible for an annual bonus target of up 30-45% of your annual salary. May be eligible for signing bonus in accordance with employment agreement.

Language requirements:

English

Business address:

3111 Convair Drive, Toronto AMF, ON, L5P 1B2

Main location of work:

5915 Airport Road, Mississauga, L4V 1T1; Hybrid role with a requirement to work onsite at the airport or its nearby properties a minimum three (3) days each week.

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