Senior Manager / Director, Business Development & Key Account Management

As a Director of Business Development and Key Account Management, you will play a pivotal role in driving growth and fostering relationships for Plaza Premium Group (PPG) across Oceania in markets such as Australia, New Zealand, Fiji, New Caledonia, Samoa and more.
This dual-function position is responsible for managing a selective portfolio of key accounts while spearheading business development initiatives for PPG's diverse offerings, including lounges, hotels, F&B outlets, and airport passenger services. By establishing strong partnerships with B2B clients and collaborating with internal teams, the Director will ensure exceptional client service delivery, strategic negotiations, and the development of innovative solutions that enhance PPG's competitive edge in the hospitality and travel industry.
Plaza Premium Group is a global leader in travel hospitality, operating airport lounges, transit hotels, dining outlets, and passenger service experiences in over 150 countries.

Key Responsibilities
Strategic Oversight: Own the strategy, KPIs, and processes for the management of a selective portfolio of key account and all business development initiatives across Oceania for Plaza Premium Group (PPG) products and services, including lounges, hotels, F&B outlets, and airport passenger services (APS). This includes third-party lounge and APS arrangements, and non-PPG lounge management. Relationship Building: Establish trust and develop loyalty with selective key accounts, and potential and existing B2B partners (including but not limited to airports, banks, airlines, corporates). Develop strategic alliances to generate revenue and identify new business opportunities. Client Service Delivery: Acquire a thorough understanding of key client needs and requirements by collaborating with operations. Continuously propose solutions that meet client objectives and prepare necessary client reports. Issue Resolution: Address and resolve any issues or complaints faced by clients, ensuring a timely and satisfactory remedy. Handle larger bookings: Operate as a gatekeeper for larger booking enquiries and exceptional events, assigning bookings to the Sales Executives and wider team as you see fit to increase conversion, spend per head and team efficiency. Allocating group, phone and email enquiries, checking availability and overlooking team’s daily goals Management of Large Bookings: Act as the gatekeeper for larger booking inquiries and exceptional events, assigning bookings to Sales Executives and the wider team to enhance conversion, spend per head, and team efficiency. Oversee group, phone, and email inquiries, checking availability and monitoring the team’s daily goals. Performance Monitoring: Investigate lost sales and customer accounts, tracking, collating, and interpreting sales figures to inform strategy. Premarket and Tender Management: Lead premarketing exercises and source tenders by vetting opportunities, proactively reaching out to key partners for collaborations, and engaging in potential direct deal discussions. Proposal Management: Oversee the development and submission of industry-leading proposals in collaboration with HQ and local teams, ensuring that solutions are competitive, innovative, and add value to partners, clients, and the travel industry, enhancing PPG's competitive advantage. Business Modeling: Develop and present business models and cases for senior executives with technical help from HQ’s Business Development team, conduct feasibility studies, market research, and data analyses on potential opportunities. Interpret customer, market, and competitor insights to validate business opportunities and ensure sustainability and profitability. Lease Management: Manage leases and related contracts, ensuring that terms and conditions are negotiated fairly and effectively. Represent PPG to maintain a strong credit tenant image and performance, maximizing opportunities for lease extensions through strategic negotiations and relationship management. Data Management and Reporting: Provide KPI reports and manage data in accordance with the directives of the Regional General Manager (RGM) and HQ. Coordination with HQ: Act as the key coordinator with HQ for all business development matters. Familiarize yourself with HQ practices and initiatives while adhering to established systems and policies to ensure operational alignment and efficiency.
Requirements
Bachelor’s degree in a related discipline with a minimum of 10 years of experience in business development, leasing, airport-related business or management, including at least 2 years in a senior leadership role. The ideal candidate must be ambitious, highly driven, and eager to learn. An entrepreneurial mindset is essential, with a hands-on approach to achieving results in a dynamic, fast-paced environment. Strong understanding of the hospitality and travel industry, with a product-focused mindset to drive effective solutions. A teamwork mindset is essential, promoting a diverse and inclusive culture that values collaboration across various backgrounds. Commercially driven with robust business and finance acumen, complemented by an analytical mindset. Excellent communication skills, including negotiation and presentation abilities. Strong experience in contract negotiation, specifically lease agreements. Strong project management skills with a proven ability to execute tasks in a timely manner, ensuring quality and focus. High attention to detail and a strong customer service ethic, with the ability to build solid working relationships. Demonstrated ability in strong client servicing and follow-up. Intermediate to advanced proficiency in computer skills, particularly in MS Office applications, including Excel, Outlook, and Word.