Business Development Director Duty Free - Airport Project

JOB PURPOSE

Lead the development and commercialisation of the Duty Free business for Gia Binh International Airport (GBIA), a new international airport project in Northern Vietnam.

The role will be responsible for shaping the duty-free business strategy and operating model, developing partnerships with leading international and local travel retail operators and brands, structuring concession agreements, and driving commercial planning from the early development stage through implementation and operational readiness.

Working closely with airport leadership, international consultants, terminal planning teams and prospective partners, the Director will help establish a competitive duty-free offering that maximises non-aeronautical revenue, enhances passenger experience, and positions GBIA as a leading international airport and commercial destination.

KEY RESPONSIBILITIES

1. Duty Free Strategy & Business Development

• Develop the overall duty-free business strategy, commercial model and phased development roadmap in alignment with the airport master plan and passenger traffic forecasts.
• Conduct market research, international benchmarking, passenger demand analysis and competitor assessments to identify commercial opportunities.
• Define the duty-free concept, category strategy, product mix, brand portfolio and pricing positioning across relevant passenger segments and terminal zones.
• Develop business cases, financial models, revenue forecasts and commercial feasibility assessments to support investment and business decisions.
• Identify opportunities to maximise revenue per passenger, conversion rates, average transaction value and overall commercial performance.

2. Operator & Brand Partnerships

• Identify, engage and build strategic relationships with leading global and regional travel retail operators, duty-free groups, luxury brands, beauty and cosmetics brands, fashion retailers, liquor and tobacco suppliers, and other relevant brand partners.
• Develop and manage a pipeline of prospective operators and strategic partners for the airport's duty-free business.
• Lead commercial discussions and negotiations with potential operators, concessionaires, brand owners and suppliers.
• Evaluate partnership structures, including concession agreements, revenue-sharing models, minimum annual guarantees and other commercial arrangements.
• Assess operator proposals and develop recommendations on partner selection, commercial terms and long-term partnership value.

3. Concession Strategy & Commercial Structuring

• Develop the duty-free concession strategy, commercial packages, tender approach and partner selection criteria in collaboration with Finance, Legal and Procurement.
• Lead or coordinate market sounding, RFP preparation, proposal evaluation, commercial negotiations and contract finalisation.
• Assess the commercial viability and risk allocation of proposed concession structures, ensuring alignment with the airport's revenue objectives and long-term development strategy.
• Establish commercial performance indicators and contractual mechanisms to support revenue growth, service quality and passenger experience.

4. Terminal Planning & Commercial Readiness

• Work closely with airport master planners, architects, terminal design consultants and development teams to integrate duty-free requirements into terminal planning and design.
• Provide commercial input on retail zoning, store locations, space allocation, passenger circulation, visibility, accessibility and the customer journey.
• Coordinate with relevant teams and prospective operators on store concepts, design requirements, fit-out planning and pre-opening preparations.
• Translate the commercial strategy into a phased implementation plan aligned with construction milestones and the airport's opening schedule.
• Support commercial readiness activities to ensure the duty-free business is prepared for launch and operational handover.

5. Stakeholder Management & Leadership

• Collaborate with airport leadership, Commercial, Planning, Development, Operations, ORAT, Finance, Legal, Procurement and external consultants.
• Build relationships with international airport operators, travel retail groups, global brands and relevant industry stakeholders.
• Monitor project progress, commercial risks, dependencies and key milestones, providing recommendations and regular updates to senior management.
• Lead and develop the duty-free business development team as the function grows.

JOB REQUIREMENTS

Education

• Bachelor's degree in Business Administration, Marketing, Finance, Retail Management, Hospitality or a related discipline.
• MBA or relevant postgraduate qualification is an advantage.

Professional Experience

• 12+ years of relevant experience in duty-free, travel retail, airport commercial development, luxury retail or related commercial businesses, with substantial experience at senior management level.
• Proven track record in developing travel retail businesses, securing strategic partnerships and negotiating major commercial or concession agreements.
• Strong understanding of duty-free categories and commercial dynamics, including beauty and cosmetics, luxury, fashion, liquor, tobacco, confectionery and other relevant product categories.
• Experience working with international travel retail operators, airport concessionaires, global brands or major airport commercial teams.
• Demonstrated commercial and financial acumen, including business planning, revenue forecasting, financial modelling and concession economics.
• Experience in greenfield airport projects, new terminal openings, commercial master planning or pre-opening activities is highly desirable.
• Existing relationships with international travel retail operators and global brand partners would be a strong advantage.

Please click to APPLY BUTTON to apply for the position or contact our Talent Acquisition Expert to discuss further information via [Confidential Information] or 0974363519

Note: We are looking for candidates with strong knowledge of the Vietnamese market, established local business networks, and the ability to build strategic partnerships with domestic F&B brands and operators. Vietnamese and overseas Vietnamese professionals with relevant experience are encouraged to apply.