Sanjay Khanna

As a Sector Program Lead and Strategic Advisor at RCRC, I specialize in navigating complex, regulated landscapes to develop impactful strategies within Riyadh's dynamic ecosystem. In this role, I lead collaborative efforts with key stakeholders to elevate the Transport and Logistics sector, contributing significantly to Riyadh's transformation into a globally acclaimed metropolitan hub. My responsibilities include orchestrating strategic frameworks, providing guidance on crucial initiatives, fostering cross-sectoral synergy for urban mobility plans, and championing technological and regulatory advancements. I oversee a diverse range of projects, encompassing aviation, logistics parks, free zones, dry ports, railway, and road enhancements, aligning stakeholders to achieve key performance indicators while upholding rigorous corporate governance standards. Dedicated to enhancing Riyadh's global stature, I steer its transport and logistical trajectory through strategic foresight and seamless cross-functional collaboration. My commitment lies in driving innovation and efficiency, ensuring Riyadh remains at the forefront of the evolving global landscape.

The Royal Commission for Riyadh City (RCRC) serves as a unified command for all metropolitan development efforts; carrying out comprehensive development programs and projects that require massive efforts and resources throughout Riyadh City. As a strategic Advisor for RCRC, I work alongside key stakeholders making critical decisions in highly regulated, complex and dynamic environments working collaboratively to elevate Riyadh to a new level of metropolitan excellence. My key directives include: • Responsible for the strategic and comprehensive redevelopment of King Khalid International Airport and delivering capital projects that improve infrastructure and expand operational capacity while supporting business continuity. • Making significant contributions to formulate and implement strong civil aviation policies and the optimization of existing systems and processes to promote best practices across business operations while meeting the organization’s short and long term goals. • Advising on the incubation of a new airline which involves developing market entry and market expansion strategies, organization structuring and business development opportunities that identify and connect domestic and overseas partnerships to boost commercial volume and scalability.

Spearhead and deliver financial performance for Ras Al Khaimah International airport (RAK), including revenue and EBITDA growth. Hold responsibility for ensuring achievement of all corporate, business, regulatory, relationship and people leadership objectives by planning, directing and managing all RAK Airport operations within delegated authority levels. Identify opportunities and work on them to strengthen and develop assets under RAK Airport ownership to ensure continuous business expansion. Alongside core financial functions, ensure RAK Airport is widely recognized for quality of the products and services and high levels of customer satisfaction and value. Represent RAK Airport in the market and the community to promote image as valuable contributor to the aviation and tourism industries and the community of Ras Al Khaimah, United Arab Emirates and the surrounding region. Play pivotal role in delivering next phase of significant earnings (revenue) growth for RAK Airport by improving operating performance of each area of the business.

Spearheaded team responsible for maximizing airport revenues through development and implementation of commercial strategies, and identification and implementation of new, revenue generating business opportunities and marketing initiatives. Managed entire spectrum of commercial revenue portfolio, including retail, food and beverage, duty free, advertising, parking, lounges, fuel farm and ancillary revenues, as well as financial modelling. Liaised with central / state government and other authorities, stakeholders and AERA (Airport Economic Regulatory Authority) for tariff approval. Played key role in business partner relations, revenue generation, marketing, leasing management, property management and project management. Handled all aspects of business planning and analysis for commercial portfolio

Led team for planning and implementation of commercial and passenger services in new terminal for shifting of domestic airlines. Redesigned old passenger terminal along with master planner for higher throughput,increased passenger convenience and to also increased non aero revenue. Successfully planned and executed phases for new terminal monetization, which has created a benchmark in the airport industry in terms of pricing and value. Conducted monetization bid process to select retailers based on brand categorization.
 Introduced 28 new retail brands for first time in travel retail in India thereby increasing penetration by 20% and spend per passenger by 40%. Planned and introduced airport app through virtual reality platform to maximize the sales performance of the retailers.

Responsible for development of commercial infrastructure for land around Mumbai International airport, with accountability to generate sustainable revenue proposition. Spearheaded strategic business initiatives for high valued real estate portfolio of 22M square feet and property development of various asset class including hotel, retail malls, entertainment, conference and convention, commercial office and hospital, deal structuring, and financial management and modelling for 200 acres of prime land in the city of Mumbai. Played key role in marketing, leasing management, property management, project management, business partner relations and revenue generation. Supervised structuring of transactions as well as bid documentation and overseeing financial control systems

Fulfilled role of increasing investment for Turkey’s first privately-owned ground handling services provider in India. Led in-house team of 800 including 10 direct reports and 4,000 outsourced employees, with responsibility for establishment and operations of cargo and ground handling JVs between Delhi International Airport Limited (DIAL) and Celebi. Managed fund raising, financial functions, operations, business development, Quality management, strategy and general management in addition to management of one million tons of air cargo operations per annum.

Worked closely with Executive Vice President of New Business and Investment Division of the holding company for short & long term planning of three JVs in India for future development. Represented the company and its values in its relationships with major authorities, customers, suppliers, commercial and investment groups and professional bodies. Assisted in Aviation Tariffs determination and worked with legal department in coordination with respective departments on contract management and conclusion of all contracts. Led the initiative towards negotiations of Cargo, Ground handling and BME concession with DIAL for expanding operations of Celebi.