Business Development Director - F&B Sector - Airport Project

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JOB PURPOSE
Lead the business development and commercialisation of the Food & Beverage (F&B) ecosystem for a new international airport, from concept development and business planning through partner acquisition, commercial agreements and operational readiness.
The role is responsible for developing a commercially sustainable and differentiated F&B portfolio that enhances passenger experience, maximises non-aeronautical revenue and positions the airport as a leading international aviation and lifestyle destination.
Working closely with airport planners, design consultants, commercial teams and prospective operators, the Director will translate passenger demand, traffic forecasts and international best practices into a comprehensive F&B strategy and implementation roadmap.
KEY RESPONSIBILITIES
1. F&B Strategy & Business Development
Develop the overall F&B commercial strategy, business model and long-term development roadmap aligned with the airport master plan and passenger growth forecasts.
Conduct market research, passenger segmentation, demand forecasting and international airport benchmarking to identify commercial opportunities.
Develop the F&B concept portfolio, covering quick-service restaurants, cafés, casual and premium dining, local Vietnamese cuisine, international brands, grab-and-go, convenience food and other relevant formats.
Define the target brand mix, price positioning, product offering and customer experience across terminals, passenger zones and landside areas.
Build business cases, financial models, revenue forecasts and investment recommendations for F&B development initiatives.
2. Brand Acquisition & Strategic Partnerships
Identify, engage and secure partnerships with leading international and domestic F&B brands, restaurant groups, franchise operators, catering companies and emerging concepts.
Build a pipeline of prospective partners, including global restaurant chains, premium dining brands, Vietnamese culinary brands and experienced airport F&B operators.
Lead commercial discussions and negotiations covering concession structures, revenue-sharing arrangements, minimum guarantees, contract terms and partnership models.
Develop the concession strategy, commercial packages and partner selection criteria in collaboration with Procurement, Legal and Finance.
Establish long-term relationships with strategic operators and brand owners to build a competitive and scalable F&B ecosystem.
3. Commercial Planning & Development
Translate the F&B strategy into a phased development and commercialisation plan aligned with terminal construction, passenger traffic forecasts and the airport's target opening date.
Work with master planners, architects, interior designers and airport development teams to integrate F&B requirements into terminal layouts, space allocation, utilities, kitchen infrastructure and passenger circulation.
Define commercial zoning, outlet locations, seating capacity, service formats and product categories to optimise accessibility, customer experience and revenue potential.
Assess alternative operating models, including direct operations, third-party concessions, franchising, joint ventures and strategic partnerships.
Oversee commercial readiness milestones for F&B outlets, including partner onboarding, design coordination, fit-out requirements and pre-opening planning.
4. Stakeholder Management & Team Leadership
Work closely with airport leadership, commercial planning, terminal development, operations, ORAT, Finance, Procurement, Legal and external consultants.
Coordinate F&B commercial requirements with terminal design, passenger flow, security requirements, food safety regulations and operational constraints.
Lead and develop the F&B business development team, establishing priorities, performance objectives and execution plans.
Represent the airport in commercial negotiations, industry forums and strategic meetings with international operators and brand partners.