MWAA Labs Business Development Manager (Technology Solutions)

Website MWAAcareers Metropolitan Washington Airports Authority

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As the MWAA Labs Business Development Manager, you will lead in strategizing, planning, and executing on a digital revenue plan for promoting, selling and commercializing the group’s portfolio of technology solutions and services to other airports and industries.

MWAA Labs Business Development Manager

Serves in the MWAA Labs Department of the Office of Technology at the Headquarters Office.

Strategizes, plans and executes on high impact approaches for generating digital revenue through promoting, selling and commercializing the MWAA Labs’ portfolio of technology solutions to other airports and industries. Responsible for all aspects of the full sales and marketing cycle for both internal and external sales and handles all aspects of client relationship management. Strategizes and executes upon a comprehensive marketing plan, develops and maintains marketing collateral, and grows the brand identity for MWAA Labs and its products. Performs related functions.


Strategizes, leads and executes upon a digital revenue plan for promoting, selling and commercializing the group’s portfolio of technology solutions and services to other airports and industries. Works closely with other MWAA Labs and Office of Technology groups to achieve the mission of growing and diversifying digital revenue streams for the Airports Authority.

Develops a comprehensive marketing strategy for promoting and selling airport technology solutions. Includes market research into target audience and competitor analysis, brand development, product positioning and content creation.

Develops pricing strategies for the product portfolio, including unit and SaaS pricing models.

Owns the full sales and marketing cycle by identifying, qualifying, developing and closing on sales opportunities.

Serves as the external face of the MWAA Labs organization to prospective customers in order to initiate, negotiate and close new business deals.

Builds, directs, motivates, mentors and develops a team of subordinate staff in the execution of the digital revenue objectives.

Plans and executes on sales and marketing campaigns for promoting airport technology solutions.

Responsible for all aspects of client relationship management. Supports existing clients and manages strong relationships with key stakeholders.

Establishes and develops relationships with potential clients. Proactively seeks out new business leads and makes and follows up on cold, warm and hot calls to win new customers.

Establishes, grows and maintains the brand image for MWAA Labs and its products and services through various channels in a consistent manner, including web and social media presence.

Creates and maintains marketing collateral to promote MWAA Labs and its portfolio of airport technology solutions, ensuring a clear and consistent brand image for products and entities. Oversees development of print and digital materials, such as promotional flyers, posters, website and content, engagement emails, media articles, photography and video production.

Serves as a liaison between MWAA Labs and its customers. Works with customers to identify, communicate and resolve issues. Recommends changes to current and new system features and functionalities to improve the overall business and mission performance.

Identifies efficiency, control and customer experience impacting issues, contributing to and advising on new product development and addresses individual customer challenges.

Provides input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements and other areas.

Plans, coordinates, and carries out team participation in industry events and conferences and may also plan and organize hosted events at the Airports. Delivers talks and presentations to a varied audience and manages the design, delivery and setup of promo booths and coordination with all involved participants.

Leads in annual and quarterly planning for digital revenue, tracks budget and expenses, and reports on sales initiatives’ performance with a focus on ROI and revenue growth.

Develops strategic plans and tactics that will drive performance with their staff.

Performs other duties as assigned to support the group’s overall mission.


Seven years of progressively responsible experience in business development, sales, marketing, or related work.

Three of the seven years must include experience in technical sales management.

Experience making sales “cold calls” and owning the full sales cycle.

Comprehensive knowledge of current technologies and trends including SaaS offerings, mobile apps and devices, Cloud, and IOT technologies.

Skill in developing go-to-market strategies, brand image, and collateral material.

Ability to establish and maintain multiple sales networks and client relationships.

Ability to solve problems and think strategically while achieving project objectives and deliverables.

Knowledge of supervisory principles and ability to manage the operations and programs of the unit/team.

Ability to understand technical information and communicate it in a clear manner, both written and orally, for a broad range of audiences.

Excellent verbal and written communication skills, negotiation skills and presentation skills.



A Master’s Degree in Business Administration.

Experience working within airports or the aviation industry.

Experience with conducting market research and making detailed analyses of data and information and making recommendations.


A Bachelor’s Degree in Business Administration, Finance, Marketing, Economics, Information Technology, or related field.


A state driver’s license in good standing.


Work will require some travel, such as participation in trade shows, conferences, customer site visits, and other sales missions.

Work is typically reviewed in progress and upon completion for quantity, quality, timeliness, customer service, team work, and adherence to guidelines.

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