Director Commercial Partnerships and Land Development

Job PurposeThe job holder is responsible for leading the business development and opportunity structuring agenda for KSIADC’s landside real estate portfolio, including setting direction, structuring and executing investable opportunities and partnerships, and concluding commercial deals, to maximize land value, attract capital, and support long-term airport growth Roles and ResponsibilitiesStrategy and PlanningContribute to the development of Real Estate Development business plan and strategy ensuring alignment with the overall KSIADC strategyDevelop the operational plan for Commercial Properties and Land Development in line with the Real Estate Development business plan and Commercial strategic plan, including development and partnership models and opportunity sequencingImplement plans and provide input to enable the achievement of goals that support KSIADC’S overall strategic plansPeriodically review and adjust strategic priorities based on market dynamics, investor appetite, regulatory changes, and portfolio performanceBudget ManagementDiscuss budgeting requirements with senior management and provide input to the budgeting process (incl. advisory, feasibility and go to market support)Ensure effective utilization of the approved budget and review reports on performance, variances, and mitigation actionsCommercial Properties and Land DevelopmentDefine and periodically review the opportunity origination and prioritization framework and criteriaLead the origination, prioritization, and structuring of landside real estate opportunities across asset classes and development modelsSet preferred development and partnership models by asset class and risk profile, define partner targeting strategies, and review and approve longlists and shortlists of potential partnersSet investment return thresholds, structuring principles, and partner evaluation criteria in coordination with FinanceApprove the engagement and mandate of third-party advisors to undertake Highest & Best Use (HBU) assessmentsReview and endorse HBU conclusions and use them as a key input to drive opportunity direction, development model selection, partner engagement, and go-to-market decisionsOversee the opportunity pipeline from identification through investable concept, and approve shortlist and moving forward opportunitiesLead the structuring of opportunities into investor-ready propositions, including development concepts, commercial terms, value drivers, and capital structuresOversee and challenge financial models, assumptions, and scenario analyses at asset and opportunity level to assess profitability and inform investment decisionsGuide the review of targeted market studies and benchmarks to inform opportunity structuring, partner engagement, and investment positioningSet the market engagement approach to test investor, developer, and operator appetite across priority asset classes and development modelsOversee engagement with potential partners and industry experts to understand emerging requirements and investor expectationsDevelop go-to-market strategies and approve go-to-market materials (teasers, pitch decks, data rooms), for priority opportunitiesExecute structured market engagement and sounding activities (e.g. soft testing, bilateral discussions) to validate assumptions on demand, pricing, and delivery modelsLead engagement with strategic investors, developers, operators, and institutional partnersLead and conclude commercial negotiations with selected partnersOwn the commercial and contractual structuring of opportunities, including defining and agreeing key commercial terms and conditions, supported by financial models and scenario analysesOversee coordination with respective departments to translate approved commercial terms into binding agreements (e.g. JV agreements, development agreements, concessions, leases) and intervene when requiredDefine commercial KPIs at opportunity level and performance monitoring framework and approve corrective actions where requiredDrive the continuous refinement of opportunity strategies based on market dynamics, investor feedback, and portfolio performance outcomesCommunicate opportunities and portfolio status through executive reports, dashboards, and summariesPolicies, Processes and ProceduresLead the design, approval, and periodic review of policies, frameworks, and procedures governing the function’s activitiesDefine and approve the standard tools, templates, and methodologies required to support day-to-day activitiesEnsure compliance with applicable governance, procedural, and regulatory requirementsStay up to date on leading practices and emerging trends in real estate business development, partnerships, and investment structuringOversee and review material updates and enhancements based on market evolution, portfolio complexity, and execution learningsStakeholder ManagementEstablish working relationships with relevant internal and external stakeholdersCollect feedback from stakeholders on issues being faced and other requirements in order to identify barriers and develop action plansActively gain exposure and insights to local market development, business opportunities and the existing regulatory landscapeRepresent KSIADC in relevant forums, seminars, and industry engagements to strengthen networks and market intelligencePeopleManagementParticipate in the identification and recruitment of key talentGuide, mentor and support direct reports to execute duties according to set policies and processesOversee and develop individual performance objectives, provide necessary support, evaluate / appraise team and provide regular feedback on performanceEstablish a high-performance working environment and promote KSIADC valuesKnowledge and ExperienceMinimum 14 years of experience in real estate or large‑scale development, with a strong focus on business development, investment structuring, and partnershipsAt least 7 years in a leadership role leading end‑to‑end origination, structuring, and negotiation of complex transactions with institutional investors, developers, and operatorsEducation and CertificationsA Bachelor’s degree in Real Estate Development, Civil Engineering, Architecture, Urban Planning, Finance, Economics, or Business Administration (or equivalent) is requiredA Master’s degree in Real Estate Development, Finance, Urban Planning, Business Administration, or a related field is strongly preferredProfessional certifications in real estate, investment, or finance are preferred