Director Commercial and Partnerships - Film Studio (SPA5-50012960)

Role Purpose

Lead the commercial direction of the Film Studio asset, with accountability for monetization strategy, leasing performance, strategic partnerships, and ecosystem development. The role shapes and executes the commercial model required to attract anchor tenants, production companies, creative enterprises, and industry partners, while optimizing asset value, enabling phased activation, and strengthening the Film Studio’s position as a premier destination for the regional and global screen production ecosystem.

Key Responsibilities

Commercial Strategy, Monetization & Portfolio Performance

• Define and lead the Film Studio’s commercial strategy, ensuring alignment with the approved business plan, phased activation priorities, and long-term asset value objectives.
• Own the commercial performance framework for the asset, including revenue targets, occupancy ambitions, tenant mix priorities, and partnership value creation objectives.
• Shape monetization approaches across leasing, commercial partnerships, sponsorships, service offerings, and other revenue streams that strengthen financial sustainability.
• Direct the evaluation and prioritization of commercial opportunities based on strategic fit, financial return, ecosystem relevance, and operational feasibility.
• Lead the development of commercial business cases, strategic proposals, and investment recommendations for leadership review and approval.

Leasing, Deal Leadership & Occupancy Strategy

• Lead the leasing strategy for the Film Studio asset, including the attraction, conversion, and retention of tenants that enhance both commercial return and ecosystem quality.
• Build and actively manage a high-value commercial pipeline across target tenant segments, strategic occupiers, and anchor operators.
• Lead the structuring and negotiation of complex commercial terms, leasing arrangements, and occupancy models in partnership with relevant internal functions.
• Oversee tenant mix planning to ensure the asset is commercially balanced, strategically differentiated, and aligned with the intended positioning of the Film Studio.
• Drive occupancy, leasing velocity, and revenue outcomes across each stage of asset activation.
• Sponsor tenant mobilization and readiness planning to ensure commercial commitments translate into successful occupancy and operational launch.

Strategic Partnerships & Ecosystem Development

• Develop and lead the partnership agenda required to build a differentiated film and creative ecosystem around the asset, including relationships with studios, production companies, industry institutions, academic partners, and specialist service providers.
• Originate and secure strategic alliances that enhance market credibility, attract ecosystem participants, and create long-term commercial and sector-development value.
• Lead high-value partnership discussions and negotiation processes, ensuring collaboration models are commercially sound and strategically aligned.
• Champion the attraction of anchor tenants and flagship partners that accelerate market activation and strengthen the Film Studio’s positioning.
• Represent the Film Studio in senior external forums, industry engagements, and strategic relationship-building activities to advance market presence and create commercial opportunities.

Commercial Governance, Pricing & Decision Support

• Ensure commercial proposals, leasing transactions, and partnership arrangements are developed within approved governance frameworks, delegated authorities, and commercial policies.
• Lead the development of pricing principles, commercial models, and partnership structures that balance competitiveness, value capture, and strategic intent.
• Provide robust commercial recommendations to leadership by integrating financial analysis, market evidence, asset considerations, and delivery implications.
• Partner closely with Finance, Legal, Asset Performance, and Operations to validate commercial assumptions, de-risk major transactions, and support informed decision-making.
• Review and endorse commercial submissions before escalation through the relevant approval process.

Tenant & Partner Relationship Management

• Own the senior relationship agenda for key tenants and strategic partners, ensuring strong engagement, long-term value realization, and sustained market confidence in the asset.
• Oversee the resolution of major commercial issues, escalations, and renewal discussions to protect revenue, reputation, and partnership continuity.
• Guide tenant and partner engagement approaches that strengthen retention, encourage expansion, and support advocacy within the wider industry ecosystem.
• Monitor commercial relationship health and service performance indicators, intervening where required to protect strategic accounts and portfolio outcomes.

Market Intelligence, Positioning & Growth Development

• Lead market sensing and competitive intelligence activities to inform commercial strategy, pricing decisions, target tenant priorities, and partnership development.
• Assess regional and global trends across film, production, media, and creative industries to identify emerging growth opportunities relevant to the asset.
• Translate market insight into strategic actions, including commercialization priorities, sector targeting, and recommendations to strengthen the Film Studio’s competitive position.
• Contribute commercially grounded perspectives on market demand, industry shifts, and opportunity capture to broader strategic planning and business growth discussions.

Leadership & Functional Stewardship

• Lead, develop, and scale the Commercial Leasing & Partnerships function, establishing clear priorities, performance expectations, and capability requirements aligned with the asset’s growth agenda.
• Foster a commercially disciplined, partnership-oriented, and market-facing culture that enables strong execution and cross-functional collaboration.
• Build functional capability in commercial negotiation, pipeline management, relationship leadership, and strategic account management.
• Ensure effective alignment with Operations, Finance, Legal, Asset Performance, Industry Programs, and enabling functions to translate commercial strategy into executable outcomes.
• Contribute as a senior functional leader to broader planning, governance, and organizational decision-making related to the Film Studio’s development and activation.

KPIs

Commercial Performance

• Revenue achievement versus approved targets
• Occupancy performance by phase and asset category
• Commercial yield and portfolio value contribution
• Leasing pipeline value and conversion performance
• Partnership-generated commercial value

Tenant & Partner Management

• Tenant retention and renewal rate
• Strategic tenant and partner satisfaction measures
• Anchor tenant and flagship partner acquisition
• Partnership renewal and expansion rate

Business Development

• Value of new commercial opportunities originated
• Commercial conversion rate across priority segments
• Success rate in securing target ecosystem participants

Operational Effectiveness

• Leasing and deal cycle time
• Turnaround time for major commercial submissions
• Compliance with commercial governance and approval requirements

Candidate Profile

Education

• Bachelor's degree in Business Administration, Real Estate, Marketing, Finance, Media, Entertainment Management, or related field.
• MBA or postgraduate qualification preferred.

Experience

• 10–15 years of progressive experience in commercial leadership, leasing, partnerships, business development, or revenue-generating roles within complex operating or asset-based environments.
• At least 5 years in a senior leadership role with accountability for commercial performance, major external relationships, and cross-functional decision-making.
• Demonstrated track record in commercializing complex assets, destinations, creative infrastructure, or mixed-use environments involving multiple stakeholder groups and phased activation requirements.
• Experience in entertainment, media, hospitality, destination development, commercial real estate, cultural assets, or similarly dynamic sectors is strongly preferred.

Preferred Background

Strong preference for candidates from:

• Film studios and entertainment destinations
• Media and creative industries
• Commercial real estate and asset operators
• Hospitality and destination operators
• Cultural and creative districts
• Large-scale mixed-use developments

Technical & Functional Expectations

• Strong capability in shaping and executing commercial strategy for complex assets or destinations.
• Deep experience in leading leasing, occupancy, and monetization approaches across multiple commercial offerings.
• Proven ability to negotiate and structure high-value commercial and partnership arrangements.
• Strong understanding of asset economics, pricing logic, revenue optimization, and commercial governance requirements.
• Ability to build strategic external partnerships that support both commercial performance and ecosystem development.
• Strong executive stakeholder management skills, with credibility in engaging senior internal and external decision-makers.
• Ability to operate effectively in emerging markets or evolving sector contexts where market creation and ecosystem building are required.

Key Competencies

Leadership Competencies

• Strategic leadership
• Commercial acumen
• Influencing and negotiation
• Stakeholder management
• Decision making

Functional Competencies

• Leasing and occupancy management
• Business development
• Partnership management
• Revenue optimization
• Commercial governance

Behavioral Competencies

• Entrepreneurial mindset
• Relationship building
• Customer focus
• Results orientation
• Collaboration and teamwork