Senior Manager - Commercial Development

Bengaluru Airport Services Limited (BASL); Bengaluru; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Bengaluru Airport Services Limited (BASL) is seeking a senior business development leader to drive revenue growth across lounges, transit hotel, and passenger services. You will build strategic partnerships with airlines, banks, travel groups, corporates, and airport stakeholders, while leading negotiations and expanding BASL’s market presence.

The role focuses on developing new business opportunities, managing key client relationships, and delivering commercial strategies across BASL’s airport

Qualifications

• Bachelor’s degree in Business Management, Marketing, Hospitality, Aviation, or related field.
• 8–12 years of experience in Business Development, Sales, Commercial, or Strategic Partnerships in relevant industries.
• Strong experience in B2B sales, key account management, business acquisition, and partnership development.
• Proven experience with airlines, banks/card networks, travel agencies, travel groups, corporates, and airport stakeholders.
• Strong understanding of airport lounges, transit hotel, passenger services, and airport commercial ecosystem.
• Strong commercial acumen to identify revenue opportunities and develop strategies.
• Excellent negotiation, communication, presentation, networking, and relationship management skills.
• Willingness to travel for client meetings, events, and engagements.

Responsibilities

• Identify, evaluate, and develop new business opportunities to drive revenue growth across BASL offerings.
• Develop and execute strategic plans to expand BASL’s presence in new and existing markets.
• Build and maintain a pipeline of B2B and B2C partnerships, clients, and ventures.
• Lead commercial negotiations and close new business deals and partnerships.
• Conduct market analysis, monitor trends, and provide insights to strengthen BASL’s position.
• Track progress against commercial targets and adjust plans as needed.
• Collaborate with Finance, Operations, Marketing, and Legal for seamless execution.

Skills

B2B sales

Key account management

Commercial negotiations

Partnership development

Relationship management

Market analysis

Presentation

Communication

Negotiation

Networking

Education

Bachelor’s degree in Business Management, Marketing, Hospitality, Aviation, or a related field

MBA

Job description

Job Summary:

Responsible for driving business development and commercial growth across BASLs Lounges, Transit Hotel, Passenger Services, and other airport-related businesses. The role will focus on developing new business opportunities and strategic partnerships with airlines, banks, travel groups, corporates, and airport stakeholders, while managing key client relationships, commercial negotiations, market opportunities, and revenue growth initiatives.

Key Responsibilities:

1. New Business Development Strategy & Execution

• Identify, evaluate, and develop new business opportunities to drive revenue growth across BASLs Lounges, Transit Hotel, Passenger Services, and other airport hospitality and commercial offerings.
• Develop and execute strategic plans to expand BASLs presence across new and existing markets.
• Build and maintain a strong pipeline of potential B2B and B2C partnerships, clients, and business ventures, including airlines, banks, travel agencies, travel groups, corporates, and airport stakeholders.
• Identify and develop new business opportunities across Lounge Sales, Transit Hotel Sales, Passenger Services, Airline Alliances, Banking & Card Alliances, Travel Groups, Corporate Partnerships, and Airport Ecosystem opportunities.
• Lead commercial negotiations and successfully close new business deals and strategic partnerships.
• Identify emerging business opportunities based on market trends, customer needs, passenger growth, industry developments, and changes within the airport environment.
• Provide market intelligence and actionable insights to strengthen BASLs market presence and support business growth.

2. Commercial Growth & Revenue Maximization

• Develop and implement strategies to create new revenue streams across BASLs Lounges, Transit Hotel, Passenger Services, and other commercial business verticals.
• Identify opportunities to enhance existing products, services, and commercial offerings.
• Develop strategic partnerships with airlines, banks, credit card companies, travel agencies, travel groups, corporates, and other airport stakeholders to drive incremental revenue.
• Collaborate with cross-functional teams to develop and launch innovative services and business solutions.
• Analyze, forecast, and evaluate the revenue potential and commercial viability of new business initiatives.
• Track and report progress against commercial targets, revenue objectives, and business plans.
• Identify market gaps and develop strategies to strengthen BASLs competitive position and maximize revenue.
• Support the development of pricing strategies, promotional offers, packages, and commercial propositions to improve market penetration and customer engagement.

3. Stakeholder & Relationship Management

• Establish and maintain strong, long-term relationships with key airlines, banks, travel agencies, travel groups, corporates, airport stakeholders, clients, business partners, suppliers, and other strategic stakeholders.
• Identify and develop strategic partnerships that support BASL’s business and revenue objectives across Lounges, Transit Hotel, Passenger Services, and other commercial offerings.
• Collaborate closely with Finance, Operations, Marketing, Legal, and other internal stakeholders to ensure seamless execution of business initiatives.
• Lead stakeholder discussions, commercial negotiations, and partnership engagements to achieve mutually beneficial commercial outcomes.
• Represent BASL at industry events, trade shows, conferences, aviation forums, and relevant business forums to enhance brand visibility and identify new opportunities.

4. Commercial Operations Management

• Lead and manage the commercial operations team to ensure effective execution of business development initiatives across Lounges, Transit Hotel, Passenger Services, and other commercial businesses.
• Provide mentorship, guidance, and direction to team members while fostering a culture of innovation, accountability, and business growth.
• Ensure commercial agreements and business initiatives are executed within agreed timelines, budgets, and commercial parameters.
• Maintain financial discipline and ensure business initiatives deliver the expected commercial outcomes.
• Establish effective tracking and reporting mechanisms to monitor the performance of new business ventures, partnerships, and commercial deals.
• Review commercial performance regularly and initiate corrective actions wherever required.

5. Market Analysis & Competitive Intelligence

• Conduct comprehensive market research and analysis to identify growth opportunities, market gaps, and emerging business trends across aviation, airport hospitality, lounges, transit hotels, passenger services, travel, and related sectors.
• Monitor competitor strategies, offerings, pricing, partnerships, and market positioning to maintain BASL’s competitive advantage.
• Evaluate customer and industry trends to identify opportunities for product, service, and business model innovation.
• Monitor developments in airline partnerships, banking and card alliances, travel groups, corporate travel, passenger services, and airport commercial activities.
• Develop and maintain competitive intelligence reports to support strategic decision-making.
• Provide regular updates to management on market developments, business opportunities, and the competitive landscape.
• Recommend strategic initiatives and business actions to strengthen commercial performance and support BASL’s long-term growth.

Job Requirements:

• Bachelor’s degree in Business Management, Marketing, Hospitality, Aviation, or a related field; MBA preferred.
• 8–12 years of experience in Business Development, Sales, Commercial, or Strategic Partnerships, preferably in aviation, airport hospitality, hotels, travel, or related industries.
• Strong experience in B2B sales, key account management, business acquisition, commercial negotiations, and partnership development.
• Proven experience in developing business with airlines, banks/card networks, travel agencies, travel groups, corporates, and airport stakeholders.
• Strong understanding of airport lounges, transit hotel, passenger services, and airport commercial ecosystem will be preferred.
• Strong commercial acumen with the ability to identify new revenue opportunities and develop effective business strategies.
• Excellent negotiation, communication, presentation, networking, and relationship management skills.
• Strong analytical skills with the ability to understand market trends, competitor activity, revenue potential, and commercial performance.
• Ability to work effectively with cross-functional teams and manage multiple business initiatives.
• Willingness to travel for client meetings, business development activities, industry events, and partnership engagements.