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About the Role

The Greater Toronto Airports Authority (GTAA) is seeking a Director, Concessions and Partnership Development to provide strategic leadership for Toronto Pearson's concessions and commercial partnership portfolio. This role is accountable for maximizing commercial revenue, enhancing passenger experience, and increasing long-term asset value through market-leading commercial strategies and partner relationships.

Responsibilities

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.

Requirements

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 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.
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.

Skills

Airport advertising media, including digital networks, sponsorships, and traditional airport media (asset)

Location

Toronto Pearson

Work Type

Hybrid

Experience Level

10+ years

Education Level

Post-secondary degree in Business, Commerce, Economics, Finance, Marketing, or a related field, or an equivalent combination of education and relevant experience
MBA or postgraduate degree (asset)

Benefits

Comprehensive benefits
Flexible retirement program with employer matching
Voluntary savings options (RRSP, TFSA, and Non-Registered Savings Plans)
Continuous internal and external learning opportunities
Meaningful reward and recognition program

About the Company

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.

Equal Opportunity

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.