DescriptionABOUT THE ROLE & TEAM The Job holder will be a experienced and commercially driven Business Development Senior Manager to accelerate the growth of CCM's premium lounge furnishings and interior solutions business across North America.
Following SITA's acquisition of CCM, we are expanding our ability to support airports, airlines, and lounge operators with premium furnishings, custom millwork, and integrated interior solutions that elevate the passenger experience.
This role is for an established industry professional with a proven track record in
airport furniture, premium commercial interiors, hospitality furnishings, or airport lounge development. The role holder brings an existing network of decision-makers across airlines, airports, independent lounge operators, and the architecture and design community, as well as relevant airport construction, project management, FF&E, and procurement stakeholders.
This is a hands-on, market-facing business development role focused on identifying opportunities, building relationships, influencing project specifications, and converting opportunities into profitable new business across CCM's airport interiors and lounge portfolio. The role requires a proven business developer who understands how projects originate, who influences purchasing decisions, and how to position CCM before formal procurement begins.
WHAT YOU WILL DOBusiness Development & Market Expansion- Develop and execute a North American business development strategy for CCM's airport and airline lounge portfolio.
- Identify and pursue new business opportunities with major airlines, airports, independent lounge operators, and other premium passenger experience providers.
- Leverage established industry relationships to gain early visibility into lounge development, renovation, and modernization projects.
- Build and maintain a qualified pipeline of opportunities, from initial concept and specification through contract award.
- Develop strategic relationships with key decision-makers responsible for lounge development, design, procurement, and capital investment, including airport and airline owners, lounge operators, architects, interior designers, consultants, owners' representatives, FF&E/procurement firms, CMARs, general contractors, and other project influencers.
Market Development & Project Intelligence- Identify major airport terminal, airline lounge, and passenger environment programs during planning, design, and pre-construction.
- Build opportunity-specific stakeholder maps identifying project owners, operators, architects, designers, consultants, construction managers, contractors, procurement stakeholders, and purchasing influencers.
- Develop early-stage pursuit strategies designed to position CCM before specifications and procurement strategies are finalized.
- Maintain visibility into relevant airport capital improvement programs, airline investment programs, lounge development initiatives, and terminal renovation or expansion projects across North America.
- Translate project intelligence into qualified opportunities and coordinated pursuit strategies with SITA airport and airline account teams.
Customer & Industry Engagement- Establish CCM as a preferred partner for premium lounge furnishings, custom millwork, and integrated interior solutions.
- Build strong relationships with airline real estate, airport development, lounge operations, and commercial teams.
- Engage architects, interior designers, consultants, and project management firms to influence product selection and specifications early in the design process.
- Represent SITA/CCM at relevant aviation, hospitality, furniture, and design industry events.
- Monitor competitor activity, customer investment programs, and emerging trends in premium passenger environments.
Design & Specification Influence- Develop relationships with architecture, interior design, engineering, FF&E, procurement, and construction firms involved in airport and airline projects.
- Position CCM solutions during programming, concept design, design development, and pre-construction.
- Drive inclusion of CCM products and solutions within project specifications, furniture packages, basis-of-design decisions, and approved product selections.
- Track specifications through procurement and coordinate actions to protect CCM's position through proposal and contract award.
Commercial Execution- Lead business development activities from initial engagement through proposal development, commercial negotiation, and contract award.
- Collaborate with CCM's design, product, engineering, and delivery teams to develop solutions aligned with customer requirements.
- Coordinate with SITA's existing airport and airline account teams to leverage established customer relationships and identify cross-selling opportunities.
- Maintain accurate pipeline forecasts, account plans, and opportunity development strategies.
- Support the development of strategic partnerships that expand CCM's market reach and competitive position.
QualificationsABOUT YOUR SKILLS- Minimum 8-10 years of successful business development or sales experience in airport furnishings, premium commercial furniture, hospitality interiors, lounge development, or a closely related industry.
- Demonstrated track record of developing and closing significant commercial projects.
- Established relationships with airlines, airports, lounge operators, architects, interior designers, or other key decisionmakers in the North American market.
- Experience selling through complex, relationship-driven sales cycles involving multiple stakeholders.
- Strong understanding of the commercial furniture, architectural specification, or interior fit-out procurement process.
- Ability to identify and develop opportunities before formal tenders or RFPs are issued.
- Excellent communication, presentation, negotiation, and relationship management skills.
- Willingness to travel extensively throughout North America.
WHAT WE OFFER We're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.
- Flex Day: Make your workday suit your life and plans.
- 🌎 Flex Location: Take up to 30 days a year to work from any location in the world.
- 🌿Employee Wellbeing: We've got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.
- Professional Development: At SITA, we believe growth fuels innovation. Our learning ecosystem offers access to world-class platforms and programs designed to help you thrive. From LinkedIn Learning, Microsoft's Enterprise Skills Initiative, and Airport Council International-available to all employees-to specialized solutions like Pluralsight for technology upskilling, Harvard Business Publishing for people leadership, Stanford for strategic development and many others, we align learning opportunities with your Development Plan and our business priorities. Your development journey is supported every step of the way.
- Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
