VP Business Development - Bethesda, Maryland

Avolta•East Rutherford, NJ

27d•$216,600 - $283,100•Onsite

About The Position

The Vice President of Business Development executes the development strategy by managing client relationships and implementing plans to retain existing contracts, expand current airport business opportunities, and acquire new airport contracts. This position is based at the North America Support Center in Bethesda, Maryland, and requires 50% travel to airport locations. The role develops contract win and extension strategies; builds client relationships to influence deal structures and outcomes; and partners with program management, proposal development, and creative services on plans and materials for competitive opportunities. It negotiates and finalizes ACDBE, subtenant, and client agreements, presents to prospective clients and public stakeholders, and manages assigned project plans and budgets, including financial analysis. The position also oversees business cases, design and construction, and post-audits; participates in project change order approvals and negotiations; and partners with Operations Leadership to deliver and fulfill contracts. The role reports to the Senior Vice President of Business Development and works with financial planning and analysis, design and construction, legal, strategic alliances, operations, and company senior leadership. 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 contracting at an organization dependent on contract acquisition for overall success.
Completion of, or future participation in, Facility Development Process (FDP) training.
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, employees, and individual circumstances.
Demonstrated history of creating and maintaining positive work environments through coaching, developing, and leading teams toward common goals.
Demonstrated continuous improvement mindset and ability to optimize work processes and achieve 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.

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.
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 approval and negotiation of project change orders.
Partner with Operations Leadership to deliver and fulfill contracts.