Vice President, Business Development

Website Rhode Island Airport Corporation


STATUS: Non-Union, Exempt

REPORTS TO: Senior Vice President, Chief Financial Officer

SUMMARY: This position leads all economic development at all six airports of RIAC in a proactive and result-oriented manner. It is an executive level position focused on focused on the negotiation, preparation, processing, implementation, and management of leases, licenses, contracts, operating agreements, concessions, advertising, and other revenue generating agreements and programs with prospective tenants, advertisers at the airport, and airlines. This position conducts analysis, evaluation, development, and oversight of new and existing aviation and non-aviation revenue streams and opportunities and directs matters relating to property management relative to T.F. Green Airport and five general aviation airports.

A candidate for this position is a business professional that is adept at developing strategies and plans and managing projects.  A candidate will possess strong business acumen, be a self-starter and be able to communicate important messages in a clear, concise, and compelling manner.  The candidate must be a team player who can collaborate and communicate at all levels of the organization and with third parties.  The candidate must be able to translate the strategy and goals of the organization into actionable, quantitative plans with metrics and well-defined schedules.  The candidate must be able to be “hands on” and capable of diving deep into the details of the business while staying focused on the corporate goals and strategy.

ESSENTIAL DUTIES AND RESPONSIBILITIES: This position is a key member of the Finance and Business Development team that is responsible for the following areas.  Specific duties and responsibilities will be assigned. Other related duties may be assigned.

  • Business Development
    • Continuously chase leads with third parties to develop business at the airports. Creates aggressive annual goals to get substantive results for the organization on revenue increase through both airlines and non-airline sources.
    • Leads airline lease negotiations with RIAC’s CFO.
    • Recruitment of new business revenue sources and tenants though relevant public solicitation processes.
    • Planning, development, and management of commercial leasing and concession programs, policies and procedures.
    • Evaluation of the operational and fiscal fitness of new tenants.
    • Negotiation and preparation of tenant leases, concessions and license agreements.
    • Coordination with legal department on contract issues.
    • Development and management of Airport revenue bases including:
      • Airline Revenues (Landing Fees, Rental Rates and other Charges) and,
      • Concession Revenue (Food, Retail, Rental Car, etc.) and,
      • Land leases and hangar developments at T.F. Green and general aviation airports and,
      • Advertising revenues at the airport;
      • Decrease airport costs with program such as third party offerings of utility costs at the airport.
  • Property Management
    • Accountability for space utilization at T.F. Green and general aviation airports to maximize airport revenues and meet customer needs.
    • Management of existing and potential revenue parcels and terminal space.
    • Development and maintenance of an inventory of all leasable properties and spaces and create corresponding development plans to achieve highest and best use.
    • Due diligence for the acquisition and sale of commercial real estate, as needed.
  • Airline Relations
    • Maintenance of relationships with local managers and relevant corporate managers (i.e. Airline Properties departments).
  • Tenant and Concessionaire Relations
    • Maintenance of relationships with local managers and corporate managers of airport tenants and concessionaires.
  • Contract and Agreement Management
    • Management and oversight of tenant compliance with terms of contracts and agreements.
    • Management and oversight of implementation, maintenance and audit of tenant agreements, revenue contracts and property leases.
    • Management and oversight of a software system to manage agreements and terms.
    • Ensure compliance of lease insurance and bonding requirements
    • Management and oversight of correspondence between RIAC and tenants, lessees and concessionaires.
    • Work cooperatively with the Finance Department to confirm billing accuracy and collectability of Accounts Receivable.
  • Advertising Concession Program
    • Develop and implement marketing strategies and programs to maximize advertising revenues and utilization.
  • Ground Transportation and Parking
    • Direct and monitor ground transportation operations and vehicle parking, including the development of policies, procedures and regulations.
    • Management and oversight of the parking management company at T.F. Green to provide superior customer service and meet the needs of the traveling public.
    • Monitor and analyze parking statistics and develop key performance indicators (KPIs) to measure the operations.
    • Develop and implement marketing strategies and programs to maximize parking revenues and utilization.
  • Other matters that are generally related to business development, properties and finance.

SUPERVISORY RESPONSIBILITIES: This position supervises the Assistant Vice President, Business Development & Commercial Programs.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each   essential duty satisfactory.  The requirements listed below are representative of the knowledge, skills and/or ability required.  Reasonable accommodations may be made to enable individuals with     disabilities to perform the essential functions.

  • Senior level management responsibility.
  • Ability to plan and manage multiple projects with strict deadlines.
  • Exceptional interpersonal skills including, but not limited to verbal and written communication skills, active listening and negotiation skills, ability to understanding others’ perspectives.
  • Strong public speaking skills.
  • Knowledge of management techniques and tenant relationships, principles and practices of mediation, negotiation, and conflict resolution
  • Knowledge of principles of business enterprise to develop leases, customer fees and new resources of revenue to promote airports or facilities.
  • Valid driver’s license.
  • Proficient in MS Office suite, Email, and Internet.


  • Bachelor’s Degree in Accounting, Business Administration, Public Administration, Real Estate Management, Economics, Finance, or related field.
  • Minimum of five (5) years of professional experience in business development, property management, business development, contract management, or related field.
  • Three Years Airport experience required.
  • Master’s Degree is a plus.
  • Real Estate license or Appraisal Certificate is a plus.

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