LOCATION: Heathrow Airport
REPORTING TO: Account Director
WORKING HOURS: Full Time
SALARY: Competitive
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ROLE OVERVIEW AND PURPOSE
The Head of Strategic Relationships is responsible for leading the development, management, and optimisation of high-value strategic partnerships across the aviation ecosystem at Heathrow Airport.
This role is pivotal in shaping and maintaining long-term, trust-based relationships with airlines, airport operators, regulators, industry bodies, and technology partners. It plays a critical role in driving collaboration, enhancing operational performance, improving customer experience, and supporting sustainable revenue growth.
Working closely with operational, commercial, and corporate teams, the role ensures alignment of stakeholder engagement with ABM’s strategic objectives and positions ABM as a trusted, value-adding partner within the aviation sector.
KEY RESPONSIBILITIES
Airline and Operational Liaison
- Act as the lead liaison with airline partners (AOC), ensuring a positive and collaborative relationship across the Airport.
- Maintain ABM’s trusted relationship as the main escalation point to and from airline stakeholders.
- Represent ABM in key stakeholder meetings to maintain high levels of engagement and collaboration.
- Work closely with Airline colleagues to ensure a positive service is delivered to passengers.
Strategic Partnership Development
- Identify, negotiate, and manage strategic partnerships with airlines, airports, OEMs, technology providers, and service vendors.
- Develop joint initiatives that align with ABM’s long-term goals and industry trends.
Stakeholder Engagement
- Build and maintain strong relationships with regulators, government agencies, and industry associations.
- Represent ABM at industry forums, conferences, and regulatory meetings.
- Promote ABM’s reputation and influence within the wider aviation community.
Commercial Strategy & Growth
- Drive partnership-led revenue streams and co-marketing opportunities.
- Monitor industry trends and competitor activities to inform partnership strategies.
- Collaborate with business development teams to unlock new commercial opportunities.
- Represent ABM and act as the senior point of contact for escalations, commercial negotiations, and regulatory discussions.
- Monitor market trends, regulatory developments, and competitor activities to inform business strategy.
Governance & Compliance
- Ensure all agreements comply with aviation regulations and ABM’s corporate governance standards.
- Conduct risk assessments and manage due diligence processes for all alliances.
- Maintain transparent partnership governance and performance reporting.
Cross-Functional Collaboration
- Work with operations, marketing, legal, and finance teams to deliver successful partnership initiatives.
- Support digital transformation by developing technology-focused collaborations.
- Act as a cross-functional bridge ensuring strategic initiatives align with ABM’s operational framework.
- Champion cross-departmental collaboration to ensure consistency in service quality and stakeholder communication.
- Contribute to operational planning and stakeholder management at an executive level.
- Provide operational support to the Operations/Account Director and deputise when required.
People Leadership and Organisational Influence
- Deputise for the Account Director as required, providing leadership and ensuring high performance through clear direction, empowerment, and support.
- Inspire, engage, and “win hearts and minds” to build a culture of excellence, accountability, and innovation.
- Act as a visible and values-driven leader, modelling ABM’s principles of respect, trust, and integrity in all stakeholder interactions.
REQUIRED SKILLS AND EXPERIENCE
- Exceptional relationship-building and influencing skills.
- Strategic thinker with strong commercial and analytical acumen.
- Excellent negotiation and contract management expertise.
- Strong stakeholder management and communication skills across multiple levels.
- Solid understanding of innovation and sustainability trends in aviation.
QUALIFICATIONS
- Bachelor’s degree in business, Aviation Management, or a related field (Master’s preferred).
- Minimum 10 years’ experience in the aviation sector, with at least 5 years in senior partnership, stakeholder management, or commercial roles.
- Proven record in negotiating and managing high-value partnerships.
- In-depth knowledge of aviation regulations, industry standards, and emerging technologies.
- Experience representing organisations within complex stakeholder and regulatory environments.
PERFORMANCE INDICATORS
- Growth in partnership-driven revenue.
- Stakeholder satisfaction and engagement scores.
- Delivery of joint business initiatives and collaboration projects.
- Compliance with regulatory and governance standards.
