Director Commercial Partnerships and Land Development

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

• 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

• 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

• 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…