Vice President of Business Development

Purpose:  The purpose of the VP Business Development is to execute on the development strategy through client relationships and implementation of plans to retain existing contracts, expand current airport business opportunities, and acquire new airport contracts.

Essential Functions:

•Develops and implements contract win and extension strategies, including proper positioning, local support, and identification of key success criteria

•Builds, manages, and maintains client relationships to influence deal structure, win contracts, and improve deal terms

•Partners with head of program management, proposal development, and creative services to develop project plans and proposals, presentations, and other external documents for RFQs, RFPs, lease extensions, and other competitive opportunities including deals for new and existing spaces

•Negotiates and finalizes ACDBE, subtenant, and client agreements including internal approval of terms

•Engages with and presents to prospective clients, airport staff, boards, and political representatives; influences acceptances of rent and minimum annual guarantees

•Executes the project work plan and manages budgets

•Oversees business case, design and construction, and process post audits

•Participates in the approval and negotiation of project change orders

•Partners with Operations Leadership to successfully deliver and fulfill all contracts

Reporting Relationship: Reports to the SVP of Business Development

Major Interdependencies:

•Departments: Financial Planning and Analysis, Design and Construction, Legal, Strategic Alliances, Operations, Company Senior Leadership

•Customers: Landlords, brands, airport/city/port authorities, industry affinity organizations, competitors

Minimum Qualifications, Knowledge, Skills, and Work Environment: 

• Education and Experience
• Total professional experience must exceed 12 years
• In leadership role: 7 years leading business development programs and highly skilled, senior level professionals
• In technical role:  10 years in a senior level business development role
• A bachelor’s degree concentrating on financial planning and analysis can count for 3 of the ten-year requirement
• An MBA or a master’s level degree in a program related to the functional area can count for an additional 2 years of the ten-year requirement 
• In industry: 3-5 years of Airport F&B and/or Retail experience

Specialized Training

• Must have significant experiential learning of the business development and contracting process at an organization that is dependent on contract acquisition for overall success
• Completion of or future participation in Facility Development Process (FDP) training

Specialized Skillset/Competencies/Traits

• Highly advanced financial analysis and business acumen, but also has a strategic vision to understand the long-term implications of each development deal
• Knowledge of and participation in industry affinity groups i.e., ACI, AAAE, AMAC, ARRA
• Demonstrated history of coaching/counseling/leading subordinate employees from junior through senior level roles into functional areas outside of the Development function
• Demonstrated history of anticipating and balancing the needs of the business with the needs of complex stakeholders, the employee population, and individual circumstances
• Demonstrated history of creating and maintaining positive work environments through coaching, developing, and leading teams to achieve common goals
• Demonstrated experience exhibiting a continuous improvement mindset with the ability to optimize work processes and achieve positive results

•Travel/Location:

oThis position requires a regular presence in F&B or Retail Center of Excellence locations.

oRequires 50% travel to Airport locations