Director, Terminal Business Development

Job Description

Job Description

Welcome to San Diego International Airport, where our core purpose is to create an exceptional experience for both our community and visitors from around the world. It extends beyond just flights; we embody the vibrant spirit of San Diego itself—sunny, welcoming, and full of life. We are committed to attracting, fostering, and empowering a team of talented individuals who can deliver our strategic goals:

• Advance Airport Development
• Transform the Customer Experience
• Optimize Ongoing Business
• Cultivate Our Culture

Here, culture starts with each of us. Our workplace is shaped by mindsets that guide how we show up for one another: believing the best in people, collaboration, empathy, listening, and thoughtful decision-making. If you are ready to contribute to a team that values meaningful impact and enjoys the journey along the way, we invite you to apply today and help us connect our community to the world.

Why You'll Love Working at SAN:

• Location: The new Airport Authority Administration building, located on the San Diego International Airport campus and near the waterfront, providing stunning views of our runway, San Diego Bay, the Pacific Ocean, and the city skyline.
• Hybrid Schedule: This role follows a hybrid schedule with both on-site and remote work. On-site days are required, based on department needs, to support collaboration and business operations. Remote work flexibility is available on other days as determined by the department.
• Salary: The hiring salary for Director, Terminal Business Development is $184,762-$212,476. The full pay range for Director, Terminal Business Development is $134,372 - $235,151.
• Benefits: You will enjoy 14 paid holidays, 18 – 33 days of vacation (PTO), parental and child care benefits, salary continuance for family & parental leave, tuition reimbursement, auto allowance, and retirement plan options that include a choice between our comprehensive pension plan or a 401(a) defined contribution plan, with the option to add a 457(b) deferred compensation plan and retirement health reimbursement account. You can also take advantage of our annual employer-funded Executive Wellness Incentive of up to $2,000, designed to support your wellness goals, personal development, and growth activities—and much more!
• Wellness: Take advantage of multiple on-site gyms with regular fitness classes, outdoor working areas, fitness discounts for all levels and goals, monthly fruit deliveries, rewards for volunteer time, financial wellness advisors, and a campus with easy access to some of San Diego's best walking trails.

About the Job:

The Revenue division is looking for a Director, Terminal Business Development with a strategic, forward-thinking focus on enhancing and optimizing commercial performance, passenger experience, and long-term value across the airport’s terminal environment. This role is responsible for shaping and executing in-terminal revenue and concession strategies within SAN’s highly active and dynamic airport campus.

Why This Role Matters:

SAN is entering a pivotal period of terminal transformation, balancing active operations with major redevelopment. The Director, Terminal Business Development will shape how passengers experience the terminal environment during change – ensuring commercial programs remain lucrative, resilient, and financially strong while positioning the airport for long-term growth.

The Director, Terminal Business Development oversees comprehensive revenue management programs and teams, that include concessions, leasing, and in-terminal commercial assets while partnering closely with internal teams and external stakeholders to maintain continuity across active terminal operations and deliver thoughtful, data-informed outcomes.

The ideal candidate will be energized by complexity, grounded in sound judgment, and committed to leading a high-performing team with clarity and trust—helping shape how SAN evolves during a pivotal moment of growth while translating constraints into strategies that deliver lasting value for passengers, partners, and the region.

What You’ll Do:

• Set Commercial Strategy: Lead customer-centric, data-informed strategies that optimize in-terminal revenue, passenger experience and long-term asset value.
• Lead through Change: Guide commercial outcomes during active terminal re-development (New Terminal 1 Phase B, Terminal 2 West and East), adapting strategies to sequencing, space constraints and operational realities.
• Oversee Revenue Programs: Direct in-terminal food and beverage, retail, leasing and other commercial assets to drive performance, continuity and innovation.
• Govern Assets and Align Policy: Establish and administer policies for commercial assets and real estate, aligning development priorities across the department and tenants.
• Execute Transactions: Oversee complex leases, easements, and agreements in compliance with Authority and regulatory requirements.
• Partner & Influence: Serve as a trusted advisor to internal leaders, concessionaires, tenants and external partners.
• Build the Team: Lead, develop and retain a high-performing team grounded in accountability, trust and professional growth.
• Strategic Leadership: Develops and executes departmental customer-centric strategies aligned with organizational vision, revenue objectives and measurable outcomes.
• Financial Stewardship: Directs department budgeting and establishes work practices to support strategic priorities and operational effectiveness.
• Regulatory Compliance: Ensures compliance with applicable laws, regulations, standards, and internal policies across all departmental activities.

The Skills You Need:

1. Strategic Execution— Develops and executes strategies that advance organizational goals while balancing commercial performance, customer experience, operational realities, and long-term stewardship.
2. Change Leadership— Leads through periods of change by anticipating impacts, navigating ambiguity, fostering cross-functional collaboration, and adapting strategies as conditions evolve.
3. Influence & Stakeholder Partnership — Builds trusted relationships and uses influence to align diverse stakeholders, resolve competing priorities, and advance outcomes through collaboration.
4. Communication— Communicates complex ideas clearly and effectively across audiences, including internal teams, external partners, executive leadership, and governing bodies.
5. People Leadership & Emotional Intelligence — Leads with self-awareness, empathy, and accountability; sets clear expectations, fosters constructive dialogue, and builds a high-performing, engaged team culture.
6. Decision Quality — Makes sound, timely decisions grounded in data, experience, and judgment, considering risk, tradeoffs, and downstream impacts in a public-serving environment.
7. Integrity & Public Stewardship — Demonstrates discretion, ethical judgment, and respect for confidentiality while ensuring compliance with applicable laws, policies, and public accountability standards.

About the Team:

Terminal Business Development is responsible for airport revenue-generating programs that reflect the San Diego region the airport serves. The team ensures the revenue-generating aspects of the terminal represent San Diego by providing products and services that passengers require in a welcoming and intuitive environment. Working closely with internal departments and external partners, they balance long-term vision with day-to-day operations and evolving passenger needs within a uniquely constrained airport footprint.

The team is known for its high standards, thoughtful approach, and ability to influence outcomes across a complex organization. Whether guiding major redevelopment efforts, refining concession strategies, or solving problems that don’t have obvious answers, Terminal Business Development plays a central role in ensuring the airport’s commercial environment is both lucrative and sustainable.

Requirements

The Experience You Need to Have**:

• Eight years of progressively responsible business development, real estate management or commercial leasing experience, at least five of which were in a supervisory or program management capacity, or any equivalent combination of education, training, and/or experience.
• Graduation from an accredited four-year college or university with a major in business or public administration, real estate, finance, architecture, construction management, or a closely related field.

Preferred Licenses; Certificates; Special Requirements:

• Professional certification such as Accredited Airport Executive (AAAE), Certified Member (CM), or Airports Council International (ACI), Project Management Professional (PMP), Certified Concession Manager (CCM) credential.
• Real Estate License or demonstrated experience in commercial real estate, leasing, or land-use strategy.

**Don’t meet every requirement? That’s okay. At San Diego International Airport, we value your unique experience and your willingness to learn. Some roles require specific qualifications or degrees, but others don’t—and we're always open to individuals committed to growth and excellence. If this sounds like you, we encourage you to apply. And if it’s not the right fit, we’ll keep you in mind for future opportunities. We may have the perfect spot for you to land.

EEO Statement

It is the policy of the San Diego County Regional Airport Authority to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, SDCRAA will provide reasonable accommodations for qualified individuals with disabilities.

Physical & Mental Demands

Persons with disabilities may be able to perform the essential duties of this class with reasonable accommodation. Reasonable accommodation will be evaluated on an individual basis and depends, in part, on the specific requirements for the job, the limitations related to disability and the ability of the hiring department to accommodate the limitation. If you need any form of accommodation during the recruitment process, please inform the Talent Acquisition Partner (Recruiter).

Under California Government Code Sections 3100 - 3109, public employees are designated disaster service workers. The term "public employees" includes all persons employed by the state or any county, city, state agency, or public district. Disaster service workers are required to participate in such disaster service activities as they may be assigned to them by their employer or law.