The VP of Business Development will drive the company’s growth strategy through direct client engagement and structured development planning. The role is based in Bethesda, Maryland, with significant travel to support contract retention, expansion of airport opportunities, and acquisition of new airport contracts.

Key Responsibilities

Develop and implement contract win and extension strategies, including positioning, local support, and identification of key success criteria.
Build, manage, and sustain client relationships that influence deal structure, contract wins, and improved deal terms.
Collaborate with the head of program management, proposal development, and creative services to create project plans and proposals, presentations, and other external documents for RFQs, RFPs, lease extensions, and competitive opportunities, including new and existing spaces.
Negotiate and finalize ACDBE, subtenant, and client agreements, including internal approvals of agreed terms.
Present to prospective clients, airport staff, boards, and political representatives, influencing acceptances of rent and minimum annual guarantees.
Execute the project work plan and manage budgets, including oversight of financial analysis for assigned contracts.
Oversee business case development, design and construction activities, and process post audits.
Participate in the approval and negotiation of project change orders.
Partner with Operations Leadership to ensure successful delivery and fulfillment of all contracts.

Reporting

Reports to: Senior Vice President of Business Development.

Location and Travel

Primary location: North America Support Center, Bethesda, Maryland.
Work location: Bethesda, Maryland (onsite).
Travel: Requires 50% travel to airport locations.

Required Qualifications

Total professional experience must exceed 12 years.
In a leadership role: 7 years leading business development or business development finance programs and/or influencing stakeholders and deal outcomes.
In a technical role: 10 years in a senior level business development finance 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.
Industry experience: 3-5 years of Airport F&B and/or Retail experience.
Must have significant experiential learning of the business development finance and contracting process 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 a strategic vision for long-term implications of development deals.
Knowledge of and participation in industry affinity groups, including ACI, AAAE, AMAC, and ARRA.
Demonstrated history of balancing business needs with complex stakeholder needs, employee population needs, 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, with the ability to optimize work processes and achieve positive results.

Compensation

Base salary: USD 216,600 to 283,100 per year.

Benefits

Health, dental and vision insurance
Generous paid time off (vacation, flex or sick)
401(k) retirement plan
Company paid life insurance
Tuition reimbursement
Employee assistance program
Training and exciting career growth opportunities
Referral program: refer a friend and earn a bonus

Note: Benefits may vary by position. Ask your recruiter for details.

Purpose of the Role

The Vice President of Business Development executes the development strategy by leveraging client relationships and implementing plans to retain existing contracts, expand current airport business opportunities, and acquire new airport contracts.

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

VP Business Development

Job Description