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Senior Representative Retail and Foreign Exchange Category Management 10 Month Term
Key Accountabilities
Reporting to the Senior Manager, Retail Operations and Performance this position is responsible for acting as the Relationship Manager for all Duty Paid Retail Tenants (not Duty Free) and Foreign Exchange, the Senior Representative, Retail and Foreign Exchange Category Management is responsible for developing and managing the new and continuing business opportunities for existing retail partners which includes the implementation of new initiatives and business development to drive organic growth at Toronto Pearson.
* Establishes processes and methodology to ensure category reporting is delivered consistently
* Works with the Retail Analyst to prepare presentations that
* Determine if airport value for money is comparable to off-airport
* Quantitative impacts - determine revenue sales performance of program
* Qualitative impacts – customer service and satisfaction improvements
* Responsible for developing pricing strategies, monitoring market-basket items and prices
* Identifies potential off-airport shops/restaurants with relevant product scope for comparison
* Establishes the value proposition for all Retail banners, this includes ensuring that pricing implementation is consistent with strategy
* Manages and conducts public tenders and requests for proposals
* Prepares tender and proposal documents, consults with external and internal stakeholders (including potential proponents) in the preparation of strategic implementation plans
* Evaluates and recommends the awarding of Retail contracts
* Works to deliver improved ASQ scores in retail categories - variety and value for money
* Identifies opportunities to enhance the “Toronto” retail experience at Pearson
* Identifies trends and researches new revenue generating opportunities for management review and consideration (airport trends, retail, fashion, spa, health & beauty and travel trends)
* Identifies and explores creative and innovative new products and services to enhance guest service
* Develops and prepares detailed discussion papers and business cases
* Develops the tools and documents for monitoring compliance and works with the Commercial Agreement Administration to ensure tenant performance is monitored
* Monitors compliance and reviews performance reports
* Identifies systemic issues requiring of a course of action to address and correct non-compliance with the tenants
* Identifies opportunities for policy changes/enhancements, research industry best practices in retail and duty free
* Drafts policies/protocols for management review and recommendation
* Responsible for ensuring Tenant compliance with all requirements, rules and regulations
* Ensuring tenant compliance with contracts which requires the ability to interpret requirements, evaluate and assess performance, developing action plans and managing the implementation of tenant performance improvement initiatives
* Responsible for external contractors performing tenant-ready work, including monitoring, reviewing and initiating corrective action
* Prepares information and presentation requirements to support these activities
* Prepares draft leases, licenses and contracts and participates in the negotiation of leases
* Evaluates tenant requests for changes to terms of agreements
* Prepares and presents revenue forecasts, budgets and monthly variance analysis reports for use by the Senior Manager, Retail Operations and Performance:
* Preparing detailed analysis of contracts based on past and projected performance
* Identifying trends in airport concessions and noting operational changes at the airport
* Performs other duties such as special projects, assignments and reviews requiring the incumbent’s unique skills and experience
* Sits on GTAA committees as required
Qualifications
* Post-secondary degree in business, retail management, retail or marketing, commercial property management or other related field
* 5 years’ experience in retail management, retail or marketing programs or commercial lease management
* Experience in customer-account service/relationship management
* Experience managing and/or implementing retail or marketing programs and work plans
* Experience overseeing the work of consultants and contractors
* Experience dealing with multiple stakeholders
* Must be able to obtain and retain Transportation Security Clearance
Knowledge, Skills and Abilities
* Experience managing and implementing programs that yield positive growth
* Experience building work plans that deliver on program objectives
* Experience in customer-account service/relationship management
* Knowledge of negotiation strategies, retail programs or plans and strategies
* Knowledge of commercial contracts/leases including terms and conditions
* Experience dealing with regulatory or legislative stakeholders and their requirements i.e. WHO and Canadian Government regarding tobacco laws, LCBO regarding liquor pricing strategies
* Intermediate level knowledge of computer software operations (word processing, spreadsheet, and database)
* Ability to analyze revenue and pricing information and data
* Strong interpersonal, negotiation and facilitation skills are required in order to maintain existing tenant relationships, develop new tenant relationships and work effectively with GTAA departments
* Able to develop and maintain relationships with internal and external to the GTAA
* Effective oral and written communication skills are required
* Ability to research and recommend new revenue generating opportunities
* Early Adopter of trends; Familiar with or demonstrated interest in retail categories including fashion, electronics, health & beauty preferred
* Knowledge of airport operations related to retail management and development at the airport preferred
* Knowledge of airport industry, GTAA policies and procedures relating to retail & concessions preferred
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