Airline Business Development Director

Website MWAAcareers Metropolitan Washington Airports Authority

Your Journey Begins With Us!

As the Airline Business Development Director, you will create and implement strategies to identify new routes and airline business opportunities for the Airports Authority. Your work will impact the financial stability, success, and growth of the Airports Authority by increasing usage at the airports serving the nation’s capital.

Airline Business Development Director

Serves in the Office of Airline Business Development in the Office of Chief Revenue Officer at Washington Dulles International Airport (IAD).

Creates and implements new, innovative airline business development strategies and initiatives to maintain and drive demand for air service and passenger travel and improve the market position of the Airports Authority. The goal is to increase air service capacity, enplanements and revenue, and to build key airline customer relationships to advocate for and promote Washington Dulles International Airport (IAD) and Ronald Reagan National Airport (DCA). Performs related functions.




Works with existing and prospective airlines to identify new route opportunities and attract new passengers.


Develops pipeline of new airline business coming into the airport system through market knowledge.


Analyzes data, creates reports, and updates traffic and passenger forecasts and comparisons.


Develops and maintains understanding of regulatory policies and issues affecting the airline industry.


Enhances the culture of community engagement in pursuit of air service expansion.


Develops outreach programs with business, tourism, corporate travel management, and economic development leaders.


Educates and influences target audiences about positive economic impacts of air service to the region and to enlist support for initiatives.


Represents the Airports Authority at route development forums.


Attends industry conferences to remain current and develop a broad professional network.


Administers Airline Incentive and Cooperative Marketing Programs.


Defines and tracks short- and long-term goals.


Performs other duties as assigned.



Eight years of progressively responsible experience in commercial airline business development, and airline marketing and a bachelor’s degree in any field. An equivalent combination of education and experience may be considered.


In your years of experience must have at least six years working with an airline, airport, or combination of both.


Knowledge of and skill in using aviation data sources, forecasting, and other analytical methods to evaluate the economic feasibility of air service routes and develop business cases.


Comprehensive knowledge of domestic and international air transportation industry regulations, practices, and trends and ability to apply it to airline business development.


Knowledge of market assessment concepts and ability to apply them to direct the preparation and evaluation of air service market studies and identify target markets and airlines.


Ability to perform detailed analyses of data and information and make recommendations.


Demonstrated skills of presenting a business case to senior level decision makers


Experience developing airline business (international or domestic).


Knowledge of and skill in implementing commercial aviation client acquisition techniques, retention, business development and planning.

Skill in commercial aviation sales activity tracking and reporting including and not limited to CRM tools.

Demonstratable knowledge of commercial aviation market trends, economic conditions, and business economics and the ability to identify and prioritize commercial aviation business opportunities.


Skill in networking and interacting effectively with business contacts.


Ability to speak and write effectively.


Skill in using a computer and modern office suite software, with emphasis on spreadsheet software.





Experience working cross functionally with internal and external stakeholders within commercial aviation and airline business development verticals.


Knowledge of airport financial structures and airport-airline facility and operating agreements and ability to communicate terms and conditions to potential air carriers.


Experience with airport passenger facilitation.


Experience attending air service development conference(s).


Experience with international airline network planning.


Experience securing agreements with airlines, cargo carriers, and other organizations.


Experience working with business leaders, and economic development and tourism key representatives.




Advanced degree in aviation business development, economics, or marketing




A state driver’s license in good standing.


A valid passport prior to hire, promotion, or placement in the job.




Must maintain a valid passport.


Work is typically reviewed in progress upon completion for quantity, quality, timeliness, teamwork, customer service, and other factors.


Extensive domestic and international travel required.

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