At WHSmith our people are at the heart of everything we do. They are the ones that go the extra mile for our customers. The ones that enable our growth.
As Head of Business Development – International, you will be accountable for building, maintaining, and growing senior-level relationships with key European and global partners, responding to tenders in our direct markets. Within our franchise business as the Head of Business Development you will work with our franchise internal teams and franchise partners in supporting in tenders and growth opportunities with existing and new landlords.
You will oversee markets across Europe and beyond, with scope to expand further internationally through the franchise channel.
The international business is increasingly important to WHSmith and has grown to over 250 stores – mostly in international airports – in recent years. Our strategy is to significantly grow profitability through both expanding our store footprint- especially via our franchise model, as well as enhance returns from key existing locations.
What you’ll do
Strategic Leadership & Growth
* Implement the international business development strategy, driving sustainable growth across airports, franchise and concession formats (with a primary focus on airports)
* Influence landlords to give WH Smith space for Travel Essentials one stop shop
* Identify, evaluate and secure new business opportunities, partnerships and territories across international markets
Partnerships & Negotiation
* Own and develop senior landlord and partner relationships, positioning WHSmith as a trusted, long-term partner
* Lead complex lease negotiations, renewals, and commercial agreements across multiple territories
* Maintain regular (monthly and quarterly) engagement with key stakeholders to strengthen partnerships
* Lead the end-to-end tender and re-tender process across the international estate
* Oversee the creation of compelling, commercially robust tender submissions and business cases
* Ensure WHSmith remains best-in-class and competitive through market and competitor analysis
Cross-Functional Leadership
* Work closely with internal teams including Finance, Property, Construction, Operations, Commercial, Space Planning, and Marketing
* Partner with Finance to drive business development efficiencies and capital investment decisions
Who you are
* Extensive experience in Business Development leadership within Retail, FMCG, Travel Retail, or Hospitality
* Proven track record of leading large-scale negotiations, tenders, and international expansion strategies
* Strong influencing skills with the ability to operate at a senior level with credibility and gravitas
* Highly commercial, with a strong ability to analyse data, build business cases, and drive profitable decisions
* Deep understanding of the international retail marketplace, ideally within travel environments
* Exceptional relationship management and stakeholder engagement skills
* Resilient, adaptable, and comfortable operating in a fast-paced, high-growth environment
* Strong leadership capability with experience developing and managing teams
* Advanced skills in Excel, PowerPoint, and data-driven decision making
Additional Requirements
* Flexibility for regular international travel (typically 1–2 days per week or as required)
* Ability to manage multiple markets and priorities simultaneously
What’s in it for you?
You’ll be at the heart of a fast-moving, high-growth international function, with the autonomy to shape strategy and make impactful commercial decisions. This is a senior leadership role with real influence—offering the opportunity to drive WHSmith’s continued global expansion while being supported with ongoing development and career progression.
Who we are
Celebrating 230 years, we’re proud to have grown and evolved into a globally recognised brand present in over 30 countries around the world, and we’re proud to be that air of familiarity people love and trust on their journey, both in life and through life. As a diverse group of over 11,000 colleagues, we are all on the same journey to a better business through our commitments to our planet, people and the communities we serve.
From the United States to Australia, the Middle East, Asia and Europe, we have c. 600 stores outside of the UK, and we are continuing to grow our International Business. Our brand and tailored customer proposition in each location we operate in is synonymous with the travelling experience. Whether it’s hot dogs in Norway, or luxury chocolates in Belgium, our stores look and feel exciting and relevant to each market. With our ambitious global expansion plans, there’s never been a more exciting time to work in our European markets.
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