Executive Director of Business Development

2 months ago

Bethesda, Maryland, United States HMSHost Full time
Job Summary

HMSHost is seeking an experienced Executive Director of Business Development to join our team. This key role will be responsible for executing our business development strategy through client relationships and implementation of plans to retain existing contracts, expand current airport business opportunities, and acquire new airport contracts.

Key Responsibilities
  • Develop and Implement Business Growth Strategies
    • Develop and implement contract win and extension strategies, including proper 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 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
    • 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 acceptances of rent and minimum annual guarantees
    • Execute the project work plan and manage budgets
    • Oversee business case, design and construction, and process post audits
    • Participate in the approval and negotiation of project change orders
    • Partner with Operations Leadership to successfully deliver and fulfill all contracts
  • Reporting and Interdependencies
    • Reports to the Senior Vice President of Business Development
    • Major interdependencies include departments such as Financial Planning and Analysis, Design and Construction, Legal, Strategic Alliances, Operations, and Company Senior Leadership
    • Customers include Landlords, brands, airport/city/port authorities, industry affinity organizations, and competitors
  • Requirements
    • Minimum Qualifications, Knowledge, Skills, and Work Environment
      • 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: This position requires a regular presence at the F&B Center of Excellence location. Requires 50% travel to Airport locations

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