VP Business Development - Bethesda, Maryland

Dufry•Hudson, OH

26d•Onsite

About The Position

The Vice President of Business Development executes the development strategy through client relationships and plans to retain existing contracts, expand current airport business opportunities, and acquire new airport contracts. The position is based at the North America Support Center in Bethesda, Maryland, and requires 50% travel to airport locations. The role develops and implements contract win and extension strategies; builds client relationships; and partners with program management, proposal development, and creative services on plans and proposals for competitive opportunities. It negotiates agreements, presents to prospective clients and public-sector stakeholders, and influences acceptance of rent and minimum annual guarantees. The position also executes project work plans, manages budgets and financial analyses, oversees business cases and design and construction, participates in change-order approvals and negotiations, and partners with Operations Leadership to deliver contracts. The position reports to the Senior Vice President of Business Development. Key interdependencies include Financial Planning and Analysis, Design and Construction, Legal, Strategic Alliances, Operations, and Company Senior Leadership. Customers and external stakeholders include landlords, brands, airport/city/port authorities, industry affinity organizations, and competitors.

Requirements

More than 12 years of total professional experience.
Seven years in a leadership role leading business development or business development finance programs and/or influencing stakeholders and deal outcomes.
Ten years in a senior-level business development finance role; a bachelor’s degree concentrating on financial planning and analysis may count for three years of this requirement, and an MBA or related master’s degree may count for an additional two years.
Three to five years of Airport F&B and/or Retail experience.
Significant experiential learning in business development finance and the contracting process at an organization dependent on contract acquisition for overall success.
Highly advanced financial analysis and business acumen, with strategic vision to understand the long-term implications of development deals.
Demonstrated history of anticipating and balancing business needs with those of complex stakeholders, the employee population, and individual circumstances.
Demonstrated history of creating and maintaining positive work environments through coaching, developing, and leading teams toward common goals.
Demonstrated experience with a continuous-improvement mindset, optimizing work processes, and achieving positive results.
Ability to travel 50% to airport locations.

Nice To Haves

Knowledge of and participation in industry affinity groups such as ACI, AAAE, AMAC, and ARRA.
Completion of, or future participation in, Facility Development Process (FDP) training.

Responsibilities

Develop and implement contract win and extension strategies, including positioning, local support, and identification of key success criteria.
Build, manage, and maintain client relationships to influence deal structure, win contracts, and improve deal terms.
Partner with program management, proposal development, and creative services to develop project plans, proposals, presentations, and other external documents for RFQs, RFPs, lease extensions, and other competitive opportunities for new and existing spaces.
Negotiate and finalize ACDBE, subtenant, and client agreements, including internal approval of terms.
Engage with and present to prospective clients, airport staff, boards, and political representatives; influence acceptance of rent and minimum annual guarantees.
Execute project work plans and manage budgets, including overseeing financial analysis for assigned contracts.
Oversee business cases, design and construction, and process post-audits.
Participate in the approval and negotiation of project change orders.
Partner with Operations Leadership to deliver and fulfill contracts.