Paul Divers – CV July 2016 Page 1 of 4
PAUL DIVERS
293 Titirangi Road, Titirangi, Auckland, New Zealand paul.divers@clear.net.nz
Tel. +64 (0) 275 80 80 40 Married, two children
Summary
Commercially astute leader, with a first class honours Business degree. Eleven years in senior
commercial roles at Auckland Airport, including 18 months as a GM on the executive leadership
team, reporting to the CEO. Preceded by seven equally successful years with Vodafone –
progressing through management roles in marketing, product management and service delivery.
Additional responsibilities since 2011 as a board director of the 4 star Novotel at Auckland Airport.
Highly numerate, entrepreneurial and creative - a motivated individual who builds trust, achieves
results and drives performance across organisations, both personally and through others.
A persuasive and co-operative style, with a track record of successfully creating value through
superior management of business relationships and leadership of people.
Recent employment history:
2005 – present Auckland International Airport Limited General Manager, Retail & Commercial (Acting)
Manager, Retail
Manager, Transport
2002 – 2005 Vodafone New Zealand Service Delivery Leader
& 1994 - 1998 Product Manager – GSM phones
Marketing Communications Executive
Strengths
Business leadership
The back-bone of the high performing Retail & Commercial division at Auckland Airport, having
built and led both the Transport and Retail teams, plus an extended spell leading the entire division
as general manager and as a member of the executive team for this blue-chip listed company.
Strategic development
Owner of strategic and business plans for significant revenue and operational areas at Auckland
Airport, including retail strategy, tenancy mix and transport functions. Commercial lead for spatial
planning of the terminals and transport facilities as part of the airport master plan programme.
Commercial and relationship management
Extensive experience with RFP’s, outsourcing, negotiation of service level agreements, supplier
contracts and governance controls. Highly visible and credible owner at the airport for strategic
relationships with multi-national retailers, including major Duty Free operators. Strong and effective
engagement with airport stakeholders (including airlines, ground handlers, border agencies).
Performing through people
Direct people management of teams ranging from 2 – 70 people, leading and motivating via a
hands-on and consultative style. Highly effective managing the performance of cross-functional
and outsourced teams, plus solid experience in the engagement of contractors and consultants.
Communicating for impact
Highly credible and motivating communicator, comfortable across all levels of the organisation,
plus external stakeholders, suppliers and customers. Experienced presenting directly to Board
level and investors at Auckland Airport, both in person and through comprehensive written papers.

Paul Divers – CV July 2016 Page 2 of 4
Career history
AUCKLAND INTERNATIONAL AIRPORT LIMITED (AIAL) 2005 - present
AIAL is New Zealand’s most valuable listed company on the NZX, with a market capitalisation over
NZ$7 billion. AIAL owns and operates Auckland Airport, New Zealand’s largest airport handling
over 15 million passengers annually, making it the 3rd
largest international airport in Australasia.
General Manager – Retail & Commercial (Acting) June 2012 – Oct 2013
Responsibilities
 Leadership and accountability of the Retail & Commercial division, responsible for Auckland
Airport’s entire retail and car parking businesses including airside and landside retail
concessions, car parking, ground transportation (rental cars, taxi’s, buses) and forecourt
management, plus the company’s marketing and market research functions.
 The Retail & Commercial division is responsible for $170 million of annual income, representing
approximately 40% of total company revenues.
 Leadership of five teams, comprising: Retail, Transport, Passenger Experience, Insight &
Advertising, Brand & Marketing.
 Responsible for 26 staff, plus a further 40 people via outsourced arrangements and contractors.
 A member of the executive leadership team, reporting to the CEO. Appointed to the GM role
pending re-structure of the leadership team by the CEO, himself promoted from this role.
 Additional responsibilities since 2011 as Director for the joint venture entity Tainui Auckland
Airport Holdings Limited (TAAH), which owns the 4 star Novotel hotel at Auckland Airport.
Achievements
 Definition and implementation of new strategic initiatives for the division over the FY14 – 18
period, in line with revised business direction.
 Delivery of divisional FY13 EBITDA result ahead of budget and business plan aspirational target.
 Strategic direction for the Duty Free business, with subsequent governance role overseeing the
successful tender of the dual retailer operation, resulting in a $10m lift in annual airport income.
 Development and launch of the airline agnostic Emperor Lounge, plus establishment of free wi-fi
services in both the domestic and international terminals.
 Growth of Novotel business to reach $24.5m revenue in 2015, at average occupancy of 86.7%.
Manager – Retail Feb 2010 – June 2012
Oct 2013 - present
Responsibilities
 Overall operational management and development of all retail facilities at the airport, including
divisional financial performance.
 Strategic development of the retail mix and categories, in line with customer segmentation
profiles and market insights.
 Creation and implementation of the overall customer value proposition to support shopping at
the airport, including the development of clear marketing strategies.
 Management of ~110 retail concessions at Auckland, involving personal engagement with
senior retailer management across all commercial and operational matters.

Paul Divers – CV July 2016 Page 3 of 4
 Team leadership of 4 direct reports, plus a further 15 indirect reports. Immediate team includes
three senior retail commercial managers.
 Commercial lead on the airport masterplanning team, representing the interests of all
commercial teams to brief and instruct architects, engineers and construction partners.
Achievements
 Growth of retail income from $96m in FY10 to $132m in FY15, off retail sales of $600m+.
Achieved retail income ahead of budget for four consecutive years. FY16 1st
half retail income is
+9% ahead of budget, +22% ahead of prior year.
 Delivered a $50m redevelopment of the International terminal departures retail precinct. The
project subsequently received the supreme Excellence award at the Property Council of NZ
awards. Successfully composed the business case for the next international terminal expansion
(2015 – 2018), with approval for capital expenditure of $160m+.
 Establishment of the retail customer value proposition, including execution via marketing
programmes and integration into terminal design.
 Multiple EOI / RFP programmes to secure new retailers as part of the major retail
redevelopment project, plus ongoing retailer change-outs. Governance responsibility for the
highly successful Duty Free tender held in 2014.
 The re-build of data toolsets and management dashboards, to more closely manage the retail
business and identify opportunities for increases in passenger spend rates. Development and
implementation of a retail excellence programme to drive operational improvements.
 Development and launch of the online retail model, with first year Duty Free turnover of $2m.
Manager – Transport June 2005 – Feb 2010
Responsibilities
 Accountable for full P&L and operational performance of AIAL’s ground transport businesses,
generating annual income in excess of $40m. All public and staff parking, car rental, passenger
service vehicles (taxis, shuttles, buses) and roads / forecourt management.
 5 year strategic plan, capital planning for infrastructure developments, product / market
segmentation, revenue growth opportunities and communication strategies.
 3 direct reports, plus 3 major outsourced contractor teams, totalling 40 staff.
 Performance and financial analysis, benchmarking, commissioning of research.
 Management of all transport related tenders, RFP’s and negotiations with suppliers and industry
partners.
Achievements
 Growth of AIAL’s ground transport revenues from $27.3m to $41.2m over three years, with
corresponding year on year increases to EBITDA.
 Developed the car parking 5 year strategic plan in 2008, in conjunction with LEK consultants.
Transformed the business to a customer segmented approach, with a stronger use of data and
yield management to optimise performance and pricing of car parks.
 Managed outsourcing transitions for the public car parks and kerbside management,
establishing service level based governance for contracts each in excess of $1m per annum.
 Led the creation and launch of the “Park & Ride” facility to combat growing off-airport
competitors. Within six months, Park & Ride had established itself with the highest market share
for off-airport car parks, despite being priced higher than competitors.
 Successfully led two re-tenders of taxi and shuttle licensing (2006 and 2008), achieving income
increases for AIAL of +24% and +29% respectively.

Paul Divers – CV July 2016 Page 4 of 4
VODAFONE NEW ZEALAND 2002 – 2005
NZ’s largest mobile phone operator, by both volume (1.8 million customers, 2004) and value
(annual turnover $1.1billion, 2004). Part of the multi-national Vodafone group, with annual turnover
in excess of NZ$100 billion. Approached directly by Vodafone in 2002 and invited to re-join and fill
a newly created role. Positions reported to a General Manager within the Technology division.
Service Delivery Leader, Consumer 2003 – 2005
Manager, Solutions Management Team 2002 – 2003
Responsibilities
 Primary interface between the Technology (280 staff) and Consumer (150 staff) divisions,
providing a key account management service.
 Work alongside the consumer marketing team to develop plans and roadmaps for new products,
services and campaigns that require technology (IT / network) development.
 Communication of roadmaps across the Technology division, and subsequent governance for
expenditure of ~$20 million p.a. capex budget through project teams.
 Facilitation of x-functional feasibility workshops, bringing marketing staff together with technical
subject matter experts. Managing marketing’s expectations of technical delivery.
Achievements
 Led x-functional project team to undertake a business critical RFI process with multi-national
vendors for the selection of a new prepay billing platform.
 Nominated as the sole representative from NZ towards the Global Leadership Programme
(GLP), an in-house programme to identify and develop Vodafone’s future senior leaders.
GULLIVERS PACIFIC LTD 1999 - 2002
Marketing Manager, Holiday Shoppe / Budget Travel
COGENT COMMUNICATIONS 1998 - 1999
Product Marketing Manager
VODAFONE (then BellSouth) 1994 - 1998
Product Manager, GSM phones 1996 - 1998
Marketing Communications Executive 1994 - 1996
Education
 1st
Class (BA Hons) in Business Studies – Kingston Business School (UK), 1991
4 year full-time course, that included two periods of work placement, undertaken at SONY and the AA – both of whom
offered permanent employment positions after graduating.
 Certificate of the NZ Direct Marketing Association, 1995
 Diploma of the Market Research Society (UK), 1991
Interests
Former competitive cyclist, still riding for fitness and races including the Lake Taupo challenge and
the K2 200km circuit around the Coromandel. Other sporting interests include running and soccer.
Fastidious cleaner of cars and mower of lawns! Proud family man, with weekends invariably
revolving around childrens’ sporting activities and hobbies.