Job Purpose
The 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 Responsibilities
Strategy and Planning
- Contribute to the development of Real Estate Development business plan and strategy ensuring alignment with the overall KSIADC strategy
- Develop 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 sequencing
- Implement plans and provide input to enable the achievement of goals that support KSIADC'S overall strategic plans
- Periodically review and adjust strategic priorities based on market dynamics, investor appetite, regulatory changes, and portfolio performance
Budget Management
- Discuss 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 actions
Commercial Properties and Land Development
- Define and periodically review the opportunity origination and prioritization framework and criteria
- Lead the origination, prioritization, and structuring of landside real estate opportunities across asset classes and development models
- Set preferred development and partnership models by asset class and risk profile, define partner targeting strategies, and review and approve longlists and shortlists of potential partners
- Set investment return thresholds, structuring principles, and partner evaluation criteria in coordination with Finance
- Approve the engagement and mandate of third-party advisors to undertake Highest & Best Use (HBU) assessments
- Review and endorse HBU conclusions and use them as a key input to drive opportunity direction, development model selection, partner engagement, and go-to-market decisions
- Oversee the opportunity pipeline from identification through investable concept, and approve shortlist and moving forward opportunities
- Lead the structuring of opportunities into investor-ready propositions, including development concepts, commercial terms, value drivers, and capital structures
- Oversee and challenge financial models, assumptions, and scenario analyses at asset and opportunity level to assess profitability and inform investment decisions
- Guide the review of targeted market studies and benchmarks to inform opportunity structuring, partner engagement, and investment positioning
- Set the market engagement approach to test investor, developer, and operator appetite across priority asset classes and development models
- Oversee engagement with potential partners and industry experts to understand emerging requirements and investor expectations
- Develop go-to-market strategies and approve go-to-market materials (teasers, pitch decks, data rooms), for priority opportunities
- Execute structured market engagement and sounding activities (e.g. soft testing, bilateral discussions) to validate assumptions on demand, pricing, and delivery models
- Lead engagement with strategic investors, developers, operators, and institutional partners
- Lead and conclude commercial negotiations with selected partners
- Own the commercial and contractual structuring of opportunities, including defining and agreeing key commercial terms and conditions, supported by financial models and scenario analyses
- Oversee coordination with respective departments to translate approved commercial terms into binding agreements (e.g. JV agreements, development agreements, concessions, leases) and intervene when required
- Define commercial KPIs at opportunity level and performance monitoring framework and approve corrective actions where required
- Drive the continuous refinement of opportunity strategies based on market dynamics, investor feedback, and portfolio performance outcomes
- Communicate opportunities and portfolio status through executive reports, dashboards, and summaries
Policies, Processes and Procedures
- Lead the design, approval, and periodic review of policies, frameworks, and procedures governing the function's activities
- Define and approve the standard tools, templates, and methodologies required to support day-to-day activities
- Ensure compliance with applicable governance, procedural, and regulatory requirements
- Stay up to date on leading practices and emerging trends in real estate business development, partnerships, and investment structuring
- Oversee and review material updates and enhancements based on market evolution, portfolio complexity, and execution learnings
Stakeholder Management
- Establish working relationships with relevant internal and external stakeholders
- Collect feedback from stakeholders on issues being faced and other requirements in order to identify barriers and develop action plans
- Actively gain exposure and insights to local market development, business opportunities and the existing regulatory landscape
- Represent KSIADC in relevant forums, seminars, and industry engagements to strengthen networks and market intelligence
People
Management
- Participate in the identification and recruitment of key talent
- Guide, mentor and support direct reports to execute duties according to set policies and processes
- Oversee and develop individual performance objectives, provide necessary support, evaluate / appraise team and provide regular feedback on performance
- Establish a high-performance working environment and promote KSIADC values
Knowledge and Experience
- Minimum 14 years of experience in real estate or largescale development, with a strong focus on business development, investment structuring, and partnerships
- At least 7 years in a leadership role leading endtoend origination, structuring, and negotiation of complex transactions with institutional investors, developers, and operators
Education and Certifications
- A Bachelor's degree in Real Estate Development, Civil Engineering, Architecture, Urban Planning, Finance, Economics, or Business Administration (or equivalent) is required
- A Master's degree in Real Estate Development, Finance, Urban Planning, Business Administration, or a related field is strongly preferred
- Professional certifications in real estate, investment, or finance are preferred
