Head of FBO Business Development

Job Title: Head of FBO Business Development Repor&ng Line: Chief Execu&ve Officer
Job Summary

The Head of FBO Business Development will lead the development of a new FBO business from the ground up, covering the full lifecycle from feasibility, business planning and tendering through to setup, launch and ongoing opera>ons.

The role combines business development, commercial strategy, project leadership and FBO opera>ons, with responsibility for building a commercially viable business, managing key stakeholders, launching the opera>on and driving revenue, customer experience and profitability.

Key Responsibili&es
FBO Business Development & Commercial Strategy

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  Develop the FBO business strategy, commercial model and business plan.
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  Conduct market research, feasibility studies, compe>tor analysis and demand assessments.
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  Develop pricing, service offerings, revenue streams and target customer segments.
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  Iden>fy new business opportuni>es and build rela>onships with aircraG operators, private avia>on companies, charter operators, aircraG owners and brokers.
  Financial Planning & Commercial Management

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  Develop financial models and business cases covering CAPEX, OPEX, revenue, profitability and ROI.
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  Manage budgets, forecasts and cost-control ini>a>ves.
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  Monitor financial and commercial KPIs and iden>fy opportuni>es to improve profitability.
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  Evaluate the financial viability of new investments, facili>es, equipment and partnerships.
  Bidding, Tender & Project Development

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  Lead the end-to-end FBO bidding, tendering and concession process.
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  Develop commercially and opera>onally viable proposals and lead contract nego>a>ons.
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  Coordinate with Finance, Legal, Opera>ons, Maintenance, Safety and other relevant func>ons.
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  Manage project plans, budgets, >melines and key milestones through setup and launch.
  Stakeholder & Partner Management

• Build strong rela>onships with airport authori>es, avia>on regulators and government agencies.

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  Manage strategic partnerships with avia>on operators, ground handlers, fuel suppliers, service providers and other partners.
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  Lead commercial nego>a>ons and proac>vely manage stakeholder and contractual maSers. FBO Development & Launch

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  Lead the FBO development from project award through design, setup, pre-opening and opera>onal launch.
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  Establish the required organiza>on, manpower, SOPs, training, systems, equipment and supplier network.
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  Coordinate required approvals, licenses and opera>onal clearances.
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  Manage contractors, suppliers and consultants and ensure opera>onal readiness prior to launch. FBO Opera&ons & Performance

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  Following launch, oversee FBO opera>ons, customer experience, commercial performance and profitability.
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  Ensure safe, efficient, compliant and high-quality opera>ons.
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  Monitor service quality, produc>vity, costs and customer sa>sfac>on.
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  Lead and develop the FBO management team and drive con>nuous improvement.
  Ideal Candidate Profile
  We are looking for a commercially driven avia>on professional with the ability to take an FBO business from concept through to opera&onal launch and ongoing P&L management.
  Experience

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  Approximately 10+ years of relevant avia>on experience, with significant exposure to FBO, business avia>on, airport opera>ons, ground handling, aircraG management or avia>on services.
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  Proven experience in FBO development, new sta>on/start-up projects, airport concessions, tendering or avia>on business development.
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  Experience taking an avia>on opera>on from concept/development through to launch is highly desirable.
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  Strong commercial and financial experience, including budge>ng, revenue management and P&L responsibility.
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  Experience working with airport authori>es, regulators, government agencies and senior stakeholders.
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  Experience leading cross-func>onal teams, contractors and external vendors.

Preferred Background

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  FBO operators
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  Business / private avia>on companies
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  Airport operators
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  Ground handling companies
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  AircraG management companies
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  Avia>on services companies
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  Airport development / avia>on infrastructure projects