GMR Group
Website:
gmrgroup.in
Company:
https://www.linkedin.com/company/gmr-group
Seniority: Not Applicable
Industries: Construction
Job details:
Job Purpose
The Digital Business Partner is responsible for drive revenue growth for airport IT services by leading business development initiatives, managing commercial contracts, overseeing vendor performance, ensuring timely revenue collection, and fostering strategic stakeholder relationships across internal teams, airlines, concessionaires, and telecom partners.
ORGANISATION CHART
- > Digital Business Partner
Key Accountabilities
Responsibilities Key Performance Indicators (KPIs)
Business Development
â¢Identify, evaluate, and pursue new business opportunities to increase IT-related revenue from airlines and concessionaires.
â¢Lead strategic revenue enhancement projects from ideation to execution, ensuring alignment with IT capabilities and market trends.
â¢Prepare business cases, financial justifications, and scenario analyses (including NPV/IRR) for proposed initiatives.
â¢Conduct regular market scans to explore monetization potential in emerging IT service areas. ï YoY revenue growth (%) from IT business streams -No. of new revenue streams launched
- Value of new initiatives approved and implemented
- Accuracy of financial projections vs actuals
- No. of strategic proposals delivered per quarter
Contract Lifecycle Management
â¢Lead end-to-end management of commercial contracts (CUTE, MSI, telecom, Wi-Fi, etc.) from drafting to execution and renewal.
â¢Oversee timely closure of agreements with airlines, concessionaires, and telecom stakeholders across terminals.
â¢Coordinate with legal, finance, and operations to ensure contractual terms align with compliance and revenue objectives.
â¢Maintain a centralized repository and tracking system for all active contracts. -% of contracts executed/renewed within agreed timelines
- No. of contract deviations/penalties incurred
- Average contract closure cycle time
- Vendor SLA compliance rate
Vendor Management
â¢Manage relationships with vendors offering IT and telecom services, ensuring they meet contract deliverables and performance standards.
â¢Conduct regular performance reviews and ensure timely renewals, escalations, or terminations based on business needs.
â¢Drive cost optimization through effective vendor negotiations and consolidation. ï Vendor SLA compliance rate -No. of performance review meetings conducted
- Cost savings achieved through vendor negotiations
- No. of vendor-related escalations resolved
Revenue Collection
â¢Oversee revenue realization through accurate invoicing and robust accounts receivable processes.
â¢Liaise with ITJV finance and WAISL finance teams to monitor collections, reconcile discrepancies, and track fund flows.
â¢Define collection strategies and escalation mechanisms to reduce outstanding dues. -% of billed revenue collected within agreed payment terms
- DSO (Days Sales Outstanding)
- No. and value of overdue receivables
Stakeholder Engagement
â¢Serve as the single point of contact for commercial IT engagements with airlines, telecom partners, concessionaires, and internal functions.
â¢Collaborate with internal teams (ALD, Aero/Non-Aero Commercial, Legal, Finance, Cargo, etc.) to align business goals and execution plans.
â¢Manage ongoing communication and alignment with JV partners and strategic vendors (e.g., ARINC, Wipro).
â¢Facilitate cross-functional meetings to ensure project milestones and revenue targets are achieved and resolve stakeholder issues. -Stakeholder satisfaction score
- Resolution turnaround time for stakeholder escalations
- Frequency of engagement meetings with key partners
KEY ACCOUNTABILITIES - Additional Details
EXTERNAL INTERACTIONS
- Concessionaires & Lounges IT Teams, Lounges, Business Associates including Wipro, Arinc & others
- DIAL Internal customers and all JV partners
- Telecom Firms â Both Technical & Business leadership teams
INTERNAL INTERACTIONS
- Other IT Teams
- Finance, Legal, ALD, Commercial Aero, Commercial Non-Aero,
- Corporate communications, Terminal operations, AOCC, CEO Office teams, Quality
FINANCIAL DIMENSIONS
Other Dimensions
EDUCATION QUALIFICATIONS
- Masterâs Degree in IT OR Masters in Business Administration
Relevant Experience
- 12 - 15 years of experience in IT Business development and technical areas â development, project & delivery management, pre-Sales
- At least 6 - 7 years in IT business development
COMPETENCIES
- Problem Solving & Analytical Thinking
- Planning & Decision Making
- Capability Building
- Strategic Orientation
- Stakeholder Focus
- Networking
- Execution & Results
- Teamwork & Interpersonal influence
- Personal Effectiveness
- Social Awareness
- Entrepreneurship
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