Business Growth Client Partner – Airports

This role sits within the Business Growth (BG) team and has been created to drive incremental revenue from direct agencies and brands following JCDecaux securing the new Heathrow contract. The airport environment is distinctive and requires dedicated specialist focus to build demand, respond to a changing agency landscape and meet the high expectations of our airport partner. The role will generate revenue across the Heathrow and Edinburgh airport estates and support long term growth for JCDecaux.

What you’ll be doing…

What you’ll be doing…

• Shape the initial BG strategy for the Heathrow and Edinburgh airport environments and lead its delivery, focusing on medium to large enterprises across priority sectors such as finance, technology, entertainment, travel and luxury.
• – Collaborate with BG colleagues leading B2B, start-up and travel category programmes to maximise focus and investment in the Airport estate.
• – Work with the Director of Trading and BG Commercial Director on pricing, using market dynamics, pricing tolerance and the agreed commercial floor to prioritise the most important products and inventory.
• – Drive programmatic revenue into Heathrow and Edinburgh, complementing traditional OOH activity for each partner.
• – Be accountable for personal sales of more than £1 million and help the wider BG team achieve £4 million of Airport revenue in 2027, while maintaining agreed margin and pipeline expectations.
• – Operate as an individual contributor with no direct reports initially, while mentoring colleagues on Airport propositions and contributing to a collaborative, high performance culture. People management responsibility may be introduced as the team and BG opportunity expand.
• – Work with Commercial, Marketing, Product, Data and Insights, and Operations to create integrated, scalable partnership propositions for Airport environments.
• – Drive demand from existing BG clients, identify incremental brands and ensure the UK agency network understands the latest Airport narrative and proposition. Client ownership will remain distinct from the existing Airport sales team, with no overlap in account responsibility.
• – Lead senior-level outreach, pitch development and engagement with C-suite leaders, CMOs, Heads of Marketing, Media and Brand Directors, and Partnership Directors.
• – Build multi-year, high-value relationships and act as a trusted adviser on advertising, media effectiveness and customer engagement.
• – Develop and manage robust account plans, including joint business plans, co-marketing initiatives and innovation roadmaps.
• – Own the full commercial cycle, including qualification, proposal, negotiation, contract closure and renewal, while agreeing pricing, inventory priorities and commercial terms with the Director of Trading and BG Commercial Director within approved parameters.
• – Deliver the £4 million BG Airport revenue ambition for 2027, including personal sales of more than £1 million, as agreed with the BG Commercial Director and relevant Airport leadership.
• – Structure mutually beneficial partnership models, including annual media commitments, long-term strategic agreements, sponsorships, co-branded initiatives and data or insight partnerships.
• – Work with the Airport Investment team, Finance and Legal to ensure deals are commercially sound and comply with internal policies and relevant regulations.
• – Track and report partnership forecasts and performance against agreed commercial KPIs.
• – Collaborate with Marketing and Airport colleagues to design compelling, insight-led partnership propositions and packages for medium to large businesses.
• – Use audience, performance and market data to evidence the impact of JCDecaux advertising solutions and drive upsell and cross-sell opportunities.
• – Lead the creation and delivery of high-impact presentations, proposals and case studies.
• – Champion the voice of Heathrow and Edinburgh internally and feed market insight into product and service development.
• – Define KPIs and success measures for partnerships, including revenue, renewal, campaign performance and brand outcomes.
• – Oversee campaign and partnership performance reviews, translating insight into clear recommendations.
• – Maintain a regular presence across the Airport estate, normally working at Heathrow at least once each week and visiting Edinburgh approximately every three weeks, to understand each environment and lead client site tours. The role may also use hot desk facilities at Heathrow.
• – Build understand

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