Airline Onboard Retail Growth Manager

Onboard Retail; Dublin; Hybrid; EUR 65,000 - 90,000; Full time

Benefits offered by this job

Hybrid work & Flexitime

Generous annual leave

Bonus scheme

Free onsite lunch and health snacks

Great work-life balance

Friendly, international team

Exciting career opportunity in travel/

Job summary

Onboard Retail is seeking a Business Development Manager to drive revenue growth and expand our onboard retail services across Europe and the Middle East. You will identify opportunities, build strategic airline relationships, and manage end-to-end bid processes, delivering compelling proposals and winning outcomes.

The role demands strong commercial acumen, industry knowledge, stakeholder management, and bid-management expertise to position the company as a preferred onboard retail partner for

Qualifications

• Proven experience in business development, sales, account management, or commercial roles within airline or onboard services.
• Demonstrated success in securing new business.
• Experience managing RFI, RFP, tender, and bid processes.
• Strong commercial negotiation and presentation skills.
• Experience building and managing sales pipelines.
• Excellent stakeholder management and relationship-building capabilities.
• Strong project management and organisational skills.
• Ability to analyse market opportunities and develop commercially viable solutions.
• Excellent written and verbal communication skills.

Responsibilities

• Develop and execute business development plans to deliver revenue and growth targets in the airline onboard retail sector.
• Identify, qualify and pursue new opportunities with airlines, aviation service providers and industry partners.
• Build and manage a strong pipeline through proactive prospecting, market intelligence and relationship development.
• Lead customer presentations, commercial discussions and negotiations, with support from the Commercial Director and wider team.
• Work cross-functionally to develop compelling, competitive solutions and proposals.
• Own the end-to-end process for RFIs, RFPs, ITTs and other formal tenders.
• Coordinate input across Commercial, Operations, Finance, Technology, Supply Chain and Leadership to develop high-quality submissions.
• Prepare compelling bid responses, executive summaries, presentations and supporting materials.
• Ensure submissions meet customer requirements, deadlines and compliance standards.
• Capture lessons learned and continuously improve the quality and effectiveness of future bids.
• Build strong relationships with airline retail and inflight teams, procurement teams and key industry stakeholders.
• Represent the company at conferences, trade shows, networking events and aviation forums.
• Act as a brand ambassador, using industry relationships and market insight to identify new opportunities.
• Maintain accurate pipeline reporting and manage opportunity progression in partnership with the Commercial Director.
• Track pipeline value, conversion rates, bid activity and win/loss performance.
• Provide regular updates to senior leadership and support prioritisation of key growth opportunities.
• Contribute to commercial strategy, growth plans and market-entry opportunities.
• Identify opportunities for innovation, differentiation and new service offerings within onboard retail.
• Work with the Customer, Operations and Commercial Directors to develop and assess new opportunities.
• Contribute to business cases and financial models supporting investment and growth decisions.

Skills

Business development

Sales

Account management

Commercial roles

RFI/RFP management

Negotiation

Pipeline management

Stakeholder management

Project management

Market analysis

Communication

Job description

Onboard Retail is seeking a Business Development Manager to drive revenue growth and expand our onboard retail services across Europe and the Middle East. You will identify opportunities, build strategic airline relationships, and manage end-to-end bid processes, delivering compelling proposals and winning outcomes.

The role demands strong commercial acumen, industry knowledge, stakeholder management, and bid-management expertise to position the company as a preferred onboard retail partner for