Summary
Overview
Work history
Education
Skills
Websites
Certification
Custom
Timeline
Generic

Abdulrhman A. Alarfaj

Dammam,Saudi Arabia

Summary

Accomplished professional with extensive expertise in business setup, real estate development, and corporatization. Demonstrates a strong track record in strategy planning, negotiation, and change management. Proficient in digital platform setup and adept at managing budgets and revenue. Skilled in organisational restructuring and master planning, ensuring statutory and regulatory compliance. Proven leader with experience in team leadership and management, driving B2B and B2C strategic partnerships. Committed to leveraging commercial experience to achieve transformative business outcomes.

Overview

16
16
years of professional experience
6
6
years of post-secondary education
1
1
Certification

Work history

Commercial business development Director

Dammam Airports Company
Dammam
09.2021 - 02.2025
  • Developed detailed business plans for commercial and real estate departments
  • Developed departmental strategies and objectives aligned with overall commercial strategy
  • Cultivated and maintained relationships with commercial partners to support mutual business interests
  • Established collaborative partnerships to drive mutual growth and shared success
  • Managed full profit and loss responsibility for commercial facilities and business activities
  • Monitored financial performance and reported variances to optimise outcomes
  • Designed and implemented pricing mechanisms to promote sustainable business growth
  • Set competitive pricing structures and create incentives for desired outcomes
  • Focused on expanding sustainable non-aeronautical business growth
  • Identified opportunities and implemented strategies to expand revenue streams
  • Enhanced passenger satisfaction through commercial development initiatives based on ASQ framework
  • Enhanced passenger experience by identifying and addressing customer needs to foster loyalty
  • Developed and implemented effective processes to monitor performance and achieve strategic milestones
  • Developed performance measures for division, departments, and employees
  • Managed commercial services to meet policies, procedures, standards, and regulatory requirements
  • Adhered to and maintained high-quality standards consistently
  • Strategy Articulation and Execution: articulate, develop, and update the Commercial Division's strategy in compliance with the overall company strategy
  • This will involve aligning short-, medium, and long-term goals and objectives and leading the execution of the strategy
  • Budgeting and Financial Performance: develop the divisional budget and ensure departmental budgets are aligned with the overall budgeting policies and processes of the company
  • Monitoring financial performance, reporting variances, and implementing optimization plans will be integral to financial success
  • Operational Performance: monitor the operational performance of the Commercial Division against approved targets and take necessary corrective and preventive measures
  • This will involve utilizing corporate performance management protocols to enhance performance and better serve the business
  • Marketing Research: implement comprehensive marketing research to understand KFIA (King Fahd International Airport) users' profiles, needs, desires, and required services
  • This research will inform strategic decision-making and enable us to tailor our offerings to meet customer expectations
  • Airport City Development: focus on developing Airport City businesses as new sources of long-term revenues
  • This will involve identifying opportunities, creating partnerships, and implementing strategies to attract businesses and enhance the airport's economic impact
  • Contract Renegotiation: oversee the renegotiation of contracts at the expiry of existing ones
  • This will involve negotiating favorable terms and ensuring alignment with the commercial strategy and objectives
  • Planned Facilities Development: define the development model for planned new facilities, including the development of cargo village facilities, and supporting infrastructure
  • Devised financial forecasts, aiding in effective budget management.
  • Generated ideas and concepts for paid ad content, monitoring spend against performance for continued profit improvements.
  • Additionally, I will focus on growing the cargo business, improving cargo handling service levels, and establishing a Free Zone area to enhance trade and logistics capabilities
  • Evaluated sales and service processes to generate targeted improvement strategies and increase revenue opportunities.
  • Developed plans and strategies to promote continuous improvement.
  • Engaged with stakeholders to build relationships and brand awareness.
  • Oversaw daily operations to achieve high productivity levels.
  • Strategised cross-promotions with new and existing partners to expand sales and marketing opportunities.
  • Developed strategic plans with a focus on long-term growth.
  • Managed multiple partner relationships and internal projects simultaneously in fast-paced work environment.
  • Developed pricing structures based on historical and current trends, competitor activities and supply chain data.
  • Negotiated contracts, securing favourable terms for the company.

GM of Non-Aeronautical Business Development (A)

Dammam Airports Company (DACO)
04.2023 - 04.2024
  • Developed comprehensive business plans synchronising with departmental objectives
  • Cultivated and maintained relationships with commercial partners for mutual growth
  • Assumed full P&L responsibility for commercial facilities and activities
  • Developed commercial pricing mechanism driving business growth
  • Drove growth of nonaeronautical business through strategic planning and targeted market research
  • Improved passenger experience by aligning commercial activities with ASQ framework
  • Created processes and metrics to monitor strategic milestones and ensure continuous improvement
  • Managed commercial services aligning with national and international regulations
  • Aligned Commercial Division's strategy with overall company priorities and drove execution
  • Ensured budgetary processes adhered to company guidelines while driving financial performance improvements
  • Monitored operational performance of Commercial Division against targets, implementing corrective measures
  • Performed detailed marketing research to understand KFIA user requirements and enhance service offerings
  • Developed Airport City businesses to secure long-term revenue
  • Spearhead contract renegotiations ensuring alignment with commercial strategy
  • Focused on growing cargo business and improving handling service levels
  • Developed strategic plans governing operations
  • Oversaw financial performance and implemented corrective measures
  • Created incentive strategies to motivate and reward outcomes
  • Expanded revenue streams by identifying opportunities and implementing effective nonaeronautical business strategies
  • Established budgets based on historical, current and forecasted business data.


Leasing Manager

Dammam Airports Company
Dammam
08.2020 - 10.2021
  • Supervision and follow-up of all commercial and government contracts
  • Setting the Business Plans in-out terminal
  • Develop the strategy, plan, and policies for managing and developing the property portfolio
  • Manage the identification of specific real estate project development opportunities for the Dammam Airports Company property portfolio, ensuring they are in line with the optimal property mix
  • Manage and coordinate the drawing of initial development ideas and concepts for projects in conjunction with the third-party consultants
  • Promote projects to target developers and operators, manage relationships with potential and existing property investors & partners, and carry-out contractual papers with investors and partners, with support from the legal function
  • Manage the investment evaluation processes including coordinating the activities of external advisors who will provide advice (financial, market, legal, etc.) to assist in evaluating new business opportunities
  • Manage facilities management activities, including the supervision and monitoring of third-party maintenance service providers to ensure that all activities are performed according to established agreements
  • Identify update optimal commercial use of terminal space and airside
  • Interface with potential tenants (check interest, agree concept...) and airside operator's follow-up with existing tenants
  • Monitor the revenue and profitability levels of tenants and operators
  • Overseeing the extension of the period of validity of commercial leases inside the Passenger terminal and the territory of the white spaces
  • Launch the commercial activities in the bid or generic competition, according to the plan of public administration and verification of the announcement of the competition and the preparation of administrative decisions and booklets sale and receive bids and preparation for the rehabilitation and the declaration of the winner and the conclusion of the contract

Commercial & Ad Manager

Dammam Airports Company
Dammam
07.2017 - 09.2020
  • Attracting new investors to invest in the Airport
  • Setting the 5 years Business Plans for DACO
  • Increasing the Airport Retail Outlets Revenues
  • Improving passenger satisfaction in the areas pertaining to commercial development (ASQ)
  • Increasing Airport Commercial Revenues
  • Develop the strategy, plan, and policies for managing and developing the property portfolio
  • Manage the identification of specific real estate project development opportunities for the Dammam Airports Company property portfolio, ensuring they are in line with the optimal property mix
  • Manage and coordinate the drawing of initial development ideas and concepts for projects in conjunction with the third-party consultants
  • Manage all activities related to appraising the feasibility and viability of projects including market and demand studies, competitor analysis, project and site assessment, technical/engineering analysis, social, economic, and environmental impact studies, and financial feasibility evaluation
  • Promote projects to target developers and operators, manage relationships with potential and existing property investors & partners, and carry-out contractual negotiations with investors and partners, with support from the Legal function
  • Manage the investment evaluation processes including coordinating the activities of external advisors who will provide advice (financial, market, legal, etc.) to assist in evaluating new business opportunities
  • Interface with potential tenants (check interest, agree concept...) and airside operator's follow-up with existing tenants

Business & Property Manager

King Fahad International Airport (GACA)
Dammam
05.2015 - 07.2017
  • Real Estate Manager in the development of the property strategy and plans for managing and developing the property portfolio with coordination with the SAVC, Lease & Facilities, Engineering and Maintenance teams
  • Real Estate Manager in the development of the Division's Policies and Procedures and advise on the development of new and innovative policies and/or procedures (based on global best practice and local benchmarking), which support the Real Estate activities
  • Develop appropriate processes, guidelines, and metrics to control and track the achievement of strategic milestones and develop performance measures for the division, departments, and employees in coordination with the department Managers
  • Ensure that the developed KPIs for the Commercial Division are in alignment with the division's strategy and Dammam Airports Company's Corporate overall strategic direction, in coordination with the Corporate Performance Management department
  • Provide advice / guidance in the preparation, and analysis of strategic plans within the Commercial Division to meet its short and long-term objectives
  • Conduct simulation of various strategic scenarios to help in the achievement of short- and long-term plans and objectives in a more effective manner
  • Advise on the integration, improvement and alignment of existing Real Estate Development programmed and practices
  • Promote projects to target developers and operators, manage relationships with potential and existing property investors & partners, in coordination with the Real Estate Manager

Business Analyst

King Fahad International Airport (GACA)
Dammam
08.2011 - 03.2015
  • Creating a detailed business analysis, outlining problems, opportunities, and solutions for a business
  • Budgeting and forecasting
  • Planning and monitoring
  • Financial modelling
  • Variance Analysis
  • Pricing
  • Reporting
  • Defining business requirements and reporting them back to stakeholders

Accountant Documentary Credit

Zamil Steel Company
Dammam
12.2010 - 08.2011
  • Evaluating new credit requests and conducting client credit checks
  • Managing and collecting debts from company debtors
  • Setting up the terms of credit for new clients
  • Negotiating payment plans
  • Managing the collection of all payments and debts
  • Responding to client inquiries
  • Processing invoices
  • Preparing statements and reports for the company accountant
  • Managing the sales ledger
  • Liaising with customers and the sales team

Administrative Contracts

Synergy global company
Dammam
11.2008 - 11.2010
  • Prepare sales and purchase contracts
  • Negotiate contract terms with internal and external business partners
  • Review and update existing contracts
  • Explain terms and conditions to managers and interested parties
  • Ensure that employees understand and comply with company contracts
  • Analyze potential risks involved with specific contract terms
  • Stay up-to date with legislative changes and coordinate with the legal department as needed
  • Ensure all deadlines and conditions described on contracts are met (e.g., payments and shipping)
  • Maintain organized system of physical and digital records
  • Create language standards for existing and new contracts

Education

Bachelor of Science - Accounting

King Faisal University (KFU)
06.2006 - 07.2009

High Diploma - Business Management

King Faisal University (KFU)
01.2004 - 04.2007

Skills

  • Business set up
  • Business & Real estate Dev
  • Corporatization & transformation
  • Negotiation
  • Strategy planning
  • Commercial experience
  • B2B
  • B2C strategic partnership
  • Change management
  • Digital platform set up
  • Budget management
  • Revenue management
  • Organizational Restructuring
  • Master planning
  • P&L Management
  • Statutory & regulatory compliance
  • Team leadership & management

Websites

Certification

  • Analyzing Data with Excel, 2020, Udemy
  • Financial Planning & Analysis: Building a Company's Budget, 2020, Udemy
  • MBA Diploma (Master), 2020, Udemy
  • An Entire MBA in 1 Course, 2020, Udemy
  • PMP Certification Exam Prep Course 35 PDU Contact Hours/PDU, 2020, Udemy
  • The Advanced Real Estate Financial Modeling Bootcamp, 2020, Udemy
  • Certified business development professional, 2019, Meirc
  • Certificate in Real Estate Process for Development & Investment (REPDI), 2018, Informa
  • Excellence in customer service, 2015, Ibn khaldun for training
  • Communication skills, 2015, Ibn khaldun for training
  • Strategic leadership & team building 1, 2014, Changi airports international - Temasek polytechnic
  • Basic airport operations, 2014, Changi airports international - Temasek polytechnic
  • Advanced airport operations, 2014, Changi airports international - Temasek polytechnic
  • Airport planning and design, 2014, Changi airports international - Temasek polytechnic
  • Basic airport administration, 2014, Changi airports international - Temasek polytechnic
  • Strategic leadership & management development, 2014, Changi airports international - Temasek polytechnic
  • Strategic leadership & team building 2, 2014, Changi airports international - Temasek polytechnic
  • Strategic planning course, 2014, Changi airports international - Temasek polytechnic
  • Contract law, administration & management, 2013, Changi airports international - Temasek polytechnic
  • Developing a balanced scorecard for strategic management, 2013, Changi airports international - Temasek polytechnic
  • Finance for airport management & operations, 2013, Changi airports international - Temasek polytechnic
  • Leadership effectiveness, 2012, Changi airports international - Temasek polytechnic
  • Developing leadership core & functional competencies for performance & productivity, 2012, Changi airports international - Temasek polytechnic
  • Introduction to pl/SQL course, 2012, Changi airports international - Temasek polytechnic
  • Forms design, 2005, New horizons
  • Reports design, 2005, New horizons
  • Networking essentials, 2005, New horizons
  • Microsoft office, 2005, New horizons
  • Windows support, 2005, New horizons

Custom

  • Privatization of King Fahd Airport to Dammam Airports Company, 2017
  • Privatization and annexation of Al-Ahsa and Qasumah Airport to the DACO, 2021
  • Development and expansion of commercial sites of Al-Qasumah International Airport, 2023
  • Development and expansion of commercial sites of Al-Ahsa International Airport, 2024

Timeline

GM of Non-Aeronautical Business Development (A)

Dammam Airports Company (DACO)
04.2023 - 04.2024

Commercial business development Director

Dammam Airports Company
09.2021 - 02.2025

Leasing Manager

Dammam Airports Company
08.2020 - 10.2021

Commercial & Ad Manager

Dammam Airports Company
07.2017 - 09.2020

Business & Property Manager

King Fahad International Airport (GACA)
05.2015 - 07.2017

Business Analyst

King Fahad International Airport (GACA)
08.2011 - 03.2015

Accountant Documentary Credit

Zamil Steel Company
12.2010 - 08.2011

Administrative Contracts

Synergy global company
11.2008 - 11.2010

Bachelor of Science - Accounting

King Faisal University (KFU)
06.2006 - 07.2009

High Diploma - Business Management

King Faisal University (KFU)
01.2004 - 04.2007

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Abdulrhman A. Alarfaj