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About the Role

This role is designed to increase revenue from direct agencies and brands by leveraging the new Heathrow contract. It focuses on building demand, adapting to industry changes, and meeting partner expectations within the unique airport environment. The position will drive revenue across Heathrow and Edinburgh airport estates, supporting JCDecaux's long-term growth.

Responsibilities

Shape and lead the initial Business Growth (BG) strategy for Heathrow and Edinburgh airport environments, targeting medium to large enterprises in sectors like finance, technology, entertainment, travel, and luxury.
Collaborate with BG colleagues on B2B, start-up, and travel programs to maximize investment in the Airport estate.
Work with the Director of Trading and BG Commercial Director on pricing strategies, prioritizing key products and inventory based on market dynamics and commercial guidelines.
Drive programmatic revenue into Heathrow and Edinburgh to complement traditional Out-of-Home (OOH) activities.
Achieve personal sales exceeding £1 million and contribute to the wider BG team's £4 million Airport revenue target for 2027, while maintaining agreed margins and pipeline expectations.
Operate as an individual contributor, mentoring colleagues on Airport propositions and fostering a collaborative culture; potential for people management as the team expands.
Partner with Commercial, Marketing, Product, Data and Insights, and Operations teams to develop integrated and scalable partnership propositions for Airport environments.
Drive demand from existing BG clients, identify new brands, and ensure the UK agency network understands the latest Airport narrative and proposition, maintaining distinct client ownership from the existing Airport sales team.
Lead senior-level outreach, pitch development, and engagement with C-suite executives, CMOs, Heads of Marketing, Media and Brand Directors, and Partnership Directors.
Build multi-year, high-value relationships and serve as a trusted advisor on advertising, media effectiveness, and customer engagement.
Develop and manage robust account plans, including joint business plans, co-marketing initiatives, and innovation roadmaps.
Manage the full commercial cycle, including qualification, proposal, negotiation, contract closure, and renewal, aligning pricing and inventory priorities with the Director of Trading and BG Commercial Director.
Structure mutually beneficial partnership models, such as annual media commitments, long-term strategic agreements, sponsorships, co-branded initiatives, and data or insight partnerships.
Collaborate with the Airport Investment team, Finance, and Legal to ensure deals are commercially sound and compliant with internal policies and regulations.
Track and report partnership forecasts and performance against agreed commercial KPIs.
Design compelling, insight-led partnership propositions and packages for medium to large businesses in collaboration with Marketing and Airport colleagues.
Utilize audience, performance, and market data to demonstrate the impact of JCDecaux advertising solutions and drive upsell and cross-sell opportunities.
Lead the creation and delivery of high-impact presentations, proposals, and case studies.
Champion the voice of Heathrow and Edinburgh internally and provide market insights for product and service development.
Define KPIs and success measures for partnerships, including revenue, renewal, campaign performance, and brand outcomes.
Oversee campaign and partnership performance reviews, translating insights into clear recommendations.
Maintain a regular presence across the Airport estate, including weekly visits to Heathrow and bi-weekly visits to Edinburgh, to understand environments and lead client tours.
Build understanding of the airport environment's benefits, secure 10 new advertisers, increase Airport proposals from BG, and establish a strong path to achieving 2027 revenue targets.
Produce regular senior leadership reporting on pipeline, performance, risks, and opportunities.

Requirements

A strong presenter who communicates plans, ideas, and solutions clearly and persuasively with a confident and consultative approach.
Understands advertiser objectives and matches them with appropriate JCDecaux media solutions.
Confidently builds relationships and networks at all levels, utilizing events, conferences, and thought leadership to create opportunities.
Experienced in managing senior external and internal stakeholders.
A natural leader and strong influencer capable of mentoring others and fostering collaboration.
Accurately forecasts revenue and collaborates with BG colleagues, internal departments, and management teams to meet commitments.
Leads engaging discussions and presentations to attract new clients to digital out-of-home.
Professional and organized with strong attention to detail and a commitment to excellent customer service.
Approaches problem-solving with creativity and innovation.
Demonstrates enthusiasm for airports and aviation and willingness to maintain the required presence at Heathrow and Edinburgh.
Significant experience in partnerships, business development, commercial, or key account leadership within advertising, media, or a closely related sector.
Proven track record of building and managing strategic partnerships with medium and large businesses.
Demonstrable success in negotiating complex, multi-stakeholder deals and long-term agreements.
Experience working with senior decision-makers (e.g., CMOs, Marketing Directors, Chief Commercial Officers) on brand and media strategy.
Strong experience using data and insight to build business cases and demonstrate advertising effectiveness.
A track record of winning new business and growing existing client spend.
Ability to set high standards for client insight, proposals, and campaigns, supported by strong knowledge of client objectives and the JCDecaux portfolio.
Creative thinking and a flexible approach to delivering timely solutions for complex briefs.
Broad understanding of UK media, including regional and local media, OOH, and digital advertising, and how media coverage and budgets are shaped at a senior level.
Ability to lead through influence, mentor colleagues, and coordinate delivery across teams without formal line management responsibility.
Previous people management experience would be beneficial if the role expands to include direct reports.

Skills

Partnerships
Business Development
Commercial Leadership
Key Account Leadership
Advertising
Media
Airport Media
Travel Media
Airline Media
Premium Environments Sales
Luxury Brand Sales
OOH
Digital Advertising
Television Advertising
Radio Advertising
Publishing
Digital Platforms
Marketing Technology
Adtech
Brand Partnerships
Sponsorship
Strategic Partnerships
Negotiation
Stakeholder Management
Data Analysis
Insight Generation
New Business Acquisition
Client Relationship Management
Creative Thinking
Problem-Solving
Presentation Skills
Communication Skills
Consultative Selling
Influencing
Mentoring
Collaboration
Revenue Forecasting
Team Coordination
Customer Service
UK Media Landscape
Digital Out-of-Home (DOOH)

Location

Heathrow
Edinburgh

Work Type

Onsite
Hybrid

Experience Level

Significant experience in partnerships, business development, commercial or key account leadership
Proven track record of building and managing strategic partnerships
Demonstrable success negotiating complex deals
Experience working with senior decision-makers
Strong experience using data and insight
Track record of winning new business and growing client spend
Ability to lead through influence
Previous people management experience would be beneficial

About the Company

We believe in building a diverse and inclusive culture and positive employee experience.
We are One Team, more than just ourselves.
We are customer first, we understand, and help solve our customers’ problems.
We Test & Learn, we are empowered to learn and grow, unafraid of change.
We choose to care, we are committed to doing the right thing, the right way.
It’s really important to us that we give as much to our colleagues as they give to us.
Our latest Belonging Survey showed that our colleagues feel valued and listened to as we continue to build an environment where everyone can thrive, grow, belong and be their authentic selves.
We believe that diversity of thought, experience and background provides the platform for great creativity.

Equal Opportunity

We are committed to equal employment opportunities regardless of race, colour, ancestry, religion, national origin, sexual orientation, age, citizenship, marital status, disability or gender identity.
Many of our Colleagues work flexibly in many different ways. Please talk to us at interview about the flexibility you need. We can’t promise to give you exactly what you want, but we do promise not to judge you for asking.