VP Business Development

Dufry Careers•BETHESDA, MD

1d•$196,900 - $257,400•Onsite

About The Position

The purpose of the Vice President of 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.

Requirements

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
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
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

Responsibilities

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