Airport Deputy General Manager (Commercial and Concession Services)

Salary: Commensurate with Experience

General Description and Classification Standards

Reporting to the General Manager. The position will be responsible for overseeing all aspects of commercial operations, including Properties and Commercial Development, Airport Concessions, Parking and Cargo Programs.  The commercial development organization is the primary driver of the department’s revenue, which includes fixed rentals, activity-based revenue (such as public parking), and cost recovery agreements with airlines. This position will lead negotiations and relationships with our airport partners to significantly improve our airports’ standing among world class airports while ensuring that the department achieves its revenue objectives. Through the strategic execution of lease agreements, the candidate will be responsible for ensuring that all agreements contain key performance indicators, service level agreements, and reflect a governance structure that ensures an optimal, integrated operating model for our airport.

This is a fully seasoned senior leadership position in the Airport structure charged with responsibility for directing multiple specialized and entrepreneurial functions within the airport though multiple directors or manager level positions.

Supervision Received

Direction received is very general, which focuses more on short, medium and long term traditional and non-traditional airport revenue development objectives. This is a policy-advisory level of management and is considered senior leadership.

Essential Duties & Responsibilities    These are typical responsibilities for this position and should not be  construed as exclusive or all inclusive.  May perform other duties as assigned

Directs assigned functions at the Airport through subordinate directors and managers, for the effective use of airport human resource and real estate assets to build centers and activities of revenue production, including development of revenue opportunities not customarily found at airports. Such centers and activities include but are not limited to development of real estate assets associated with core aviation operations and activities, as well as the strategic monetization of airport properties located outside of the airport’s perimeter fence. Real Estate development through the use of public/private partnerships; development of non-traditional concession programs; air passenger and cargo business development and arrangements that are outside of the realm of route development; and international revenue/business engagement outside of route development.

Prepares strategic plans and reviews detailed business plans.  Reviews budgets submitted by subordinates and collaborates on priorities.  Consolidates business plans and budgets for review by GM, the Mayor’s Office, and City Council.

Selects, manages, and develops leadership talent for units managed.  Provides guidance and coaching on an ongoing basis. Plans for the future leadership needs of the group and develops potential future leaders and candidates for higher level positions. Provides both formal and informal feedback to subordinate staff.

Implements standards, regulations, policies and procedures set forth by the Federal Aviation Administration (FAA), Transportation Security Administration (TSA), Customs and Border Protection, US Department of Agriculture, Food and Drug Administration and other international, state and local entities to ensure the Airport maintains compliance with applicable regulations.

Assures that all activities are carried out with a high level of attention to safety and security.

Establishes good working relationships with all Airport leadership, regulatory representatives, airline and concession management, local governments and any other pertinent organizations with respect to the areas assigned.

Serves as a member of the senior management team and provides significant input into overall strategic, business, and financial plans.

Decision Making

Position makes decisions regarding resource allocation among units’ management; regarding daily operating policies and processes.  Position has significant input into overall Airport strategic plan and operating policies.

Leadership Provided

Position has directional authority over a group of seasoned directors and managers, and provides high level coaching and development for direct subordinates and high potential employees.

Knowledge, Skills & Abilities    This is a partial listing of necessary knowledge, skills, and abilities required to perform the job successfully.  It is not an exhaustive list.

Properties and Commercial Development

Lead and oversee the development of lease negotiation strategies for properties owned by the airport, both on and off-airport to maximize return on investment. Manage commercial component of airline and major business partner relationships consistent with a smoothly functioning operational environment, including major terminal redevelopment efforts.  Utilize lease agreements to advance customer experience, governance, and operating strategies and priorities. Oversee all negotiations to reach execution of new leases across the airport system. Develop space utilization plans in support of the department’s land use planning goals and implement courses of action on major policy issues relating to audit compliance, accounts receivable, lease administration, and business development.

Airport Concessions

Lead and organize the Concessions Program for all concessions including food and beverage, retail, advertising, sponsorships, passenger services, airport rental cars, off-airport parking, and other ancillary concessions for the airport network. Optimize revenues and create alignment with the Aviation Business Plan and other agency objectives. Develop strategic plans including recommendations for building and enhancing the concessions program, including development of non-traditional concessions concepts. Actively monitor and evaluate the Concession Program’s financial and customer service performance and appearance to ensure vendors and service providers meet the ATLs high standards of customer service excellence.

Parking Revenue Programs

Oversee a comprehensive parking management program across ATL, including the implementation of a new parking access and revenue control system. Support airport access objectives of operational efficiency, enhanced customer service, and increased revenues. Ensure that current and future unit contracts and permits support overall departmental strategies for effectively managing and maximizing revenue from parking and ground transportation, as well as ensuring that contracts are aligned with airport and departmental policies and goals. Ensure that contracts and initiatives are adaptable to meet changes in the parking industry, and maximize revenue generation opportunities created thereby.

Cargo Programs
Oversee cargo revenue management, cargo planning, and cargo capacity analysis for a cargo program that consistently generates revenue. Define future potential markets and implement a strategic market expansion strategy, identify growth markets, and ensure correct market focus. Allocate resources to enable future agency growth in a new cargo portfolio of international partners and global customers, including airline cargo teams and freight forwarders. Shape and advance the air cargo agenda for the Aviation Department and the development and implementation of an air cargo business/marketing plan.

Minimum Qualifications – Education and Experience

Bachelor’s Degree in Business Administration, Finance, Law, Economics, or a related field from an accredited college or university
At least 10 years of experience in negotiating and administering real estate or concession contracts; managing in a corporate or public finance environment; or an equivalent combination of related experience
Significant, progressively responsible experience at an executive level capacity, preferably working for a large, complex organization in real estate, transportation, or a related industry
Strong leadership capability, with the ability to manage, develop, and motivate staff
Demonstrated ability to communicate, manage conflict, build consensus, and facilitate problem solving and collaboration among various stakeholders
Demonstrated executive-level experience in negotiations, contract administration and management

Preferred Education & Experience

Master’s degree in business administration, finance or a related field
Demonstrated experience successfully directing all aspects of commercial strategic planning
Demonstrated acumen in capital project management, redevelopment, and construction
Broad policy and/or program design development
Demonstrated customer experience focus
Excellent decision making, problem solving, conflict negotiation, and communication skills
Skilled in developing market analyses to assess prospective new development
Ability to develop a strategic vision and comprehensive plans and objectives for complex business and real property negotiations and leasing agreements
Knowledge of airport concessions, ACDBE programs, commercial development projects at airports, including planning, project scope definition, and airline/airport operations
Knowledge of the commercial development real estate industry, including finance principles and the ability to apply these principles in analyzing business proposals
Experience interacting with multiple governmental agencies and officials with potentially significant divergent views
Background in airport operations with an emphasis on financial and economic analysis
Proven track record to perform effectively under pressure and to resolve conflict constructively
Strong interpersonal skills with demonstrated ability to interact effectively with the workforce at all levels as well as external constituents
High level of integrity and dependability with ability to think on both a strategic and tactical level to develop long-term achievable plans
Knowledge of aviation industry, including global logistics, air freight and cargo, and property management

Licensures and Certifications

None required in general.  Some positions may require specific certifications.

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