Director, Commercial Development

Director, Commercial Development

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The ACAA's Director, Commercial Development is responsible for maximizing revenue, profitability, and return on investment from the airport's parking and ground transportation products while ensuring safe, efficient, and customer-focused operations. This role leads the strategic planning, financial performance, pricing strategy, and oversight of these non-aeronautical commercial assets, including parking facilities, rental cars, TNC's, shuttles, and other commercial ground transportation providers. This role is also responsible for maintaining the relationship with our onsite parking partner.

Here is how the Director, Commercial Development will help:

Manage parking and ground transportation related non-aeronautical commercial assets including, but not limited to:

Revenue Strategy & Financial Performance

• Own the revenue performance of parking and ground transportation programs, including forecasting, pricing strategies, demand management, and yield optimization.
• Develop and implement rate structures, fee programs, and incentive models to maximize net revenue while maintaining competitiveness and customer satisfaction.
• Analyze market trends, passenger behavior, and competitive dynamics to identify new revenue opportunities and mitigate revenue leakage.
• Prepare, manage, and report on operating and capital budgets, with accountability for revenue targets, expense control, and margin performance.
• Commercial Programs & Contract Management
• Lead commercial strategy and contract administration for all parking and ground transportation providers, including rental car companies, TNCs, taxis, shuttles, and third-party parking operators.
• Negotiate and manage concession agreements, permits, licenses, and service contracts to ensure optimal financial terms and compliance.
• Establish and enforce performance metrics, service-level agreements, and revenue reporting requirements.

Parking Asset & Capacity Optimization

• Direct the financial and operational performance of all parking assets, including garages, surface lots, economy parking, and premium products.
• Lead capacity planning, utilization analysis, and product mix optimization to maximize revenue per space and per enplanement.
• Oversee fee structures and identify new ways to grow revenue while enhancing the passenger experience.
• Identify new monetization opportunities, including premium curb access, reservation-based services, advertising, and data-driven products.
• Evaluate and implement technology solutions such as dynamic pricing, mobile reservations, and parking guidance systems to increase capture rates and throughput

Data Analytics & Reporting

• Establish key performance indicators (KPIs) and dashboards to track revenue, utilization, customer behavior, and vendor performance.
• Use data analytics to drive pricing decisions, capital investments, and contract negotiations.
• Present financial performance, forecasts, and strategic recommendations to executive leadership and governing boards.

Customer Experience as a Revenue Driver

• Integrate customer experience strategies that directly support revenue growth, including product differentiation, wayfinding improvements, loyalty programs, and frictionless payment solutions.
• Balance revenue maximization with service quality to sustain long-term demand and enhanced passenger experience.

Leadership & Cross-Functional Collaboration

• Collaborate with other members of the management team on financial accountability and continuous improvement.
• Partner closely with Finance, Marketing, IT, Planning, Operations, and Marketing to align revenue initiatives across the organization.
• Support capital planning and business cases for revenue-generating investments.

Compliance, Risk & Governance

• Ensure compliance with applicable regulations, airport policies, and contractual requirements.
• Mitigate financial and operational risk through controls, audits, and performance oversight.
• Support emergency operations and irregular events with a focus on revenue protection and recovery
• Performs other related tasks as assigned or required

The successful candidate for the role of Director, Commercial Development will demonstrate the following key competencies needed in our culture:

• Communication Able to clearly articulate short-term vision, department goals and objectives; Collaborate effectively with peers; Able to communicate policy and strategy to team members.
• Strategic Thinking Able to determine short-term outcomes and give guidance on how to meet goals; Able to direct and deliver plans to achieve efficient, on-time results.
• Team Builder Able to direct and implement project objectives through "one team" approach; Focused on developing team; direct work of team through leadership and accountability; Makes informed decisions.
• Customer Centricity Leads team to identify and improve customer experience; Directs and implements improvements that positively impacts most stakeholders.

Qualifications

The following requirements list the minimum education/training/experience required to qualify for this job. An equivalent combination of education and/or experience may be accepted.

Requirements to apply for the role of Director, Commercial Development are:

• Bachelor's degree in Business Administration, Finance, Aviation Management, Transportation, Economics, or a related field.
• Minimum of 5 years of progressively responsible experience in commercial development, airport commercial operations, or revenue-focused environments.
• Demonstrated success managing revenue-generating programs, budgets, and complex contracts.
• Strong financial acumen, including forecasting, pricing strategy, and performance analysis.
• Proven leadership experience managing teams and vendor relationships.
• High level of professionalism, integrity, and discretion in handling confidential information.
• Ability to deal professionally with internal and external partners at all levels.
• Self-motivated; able to work with little or no guidance and make sound decisions under pressure.
• Ability to thrive in a fast-paced, ambiguous, and innovative environment.
• Ability to travel occasionally.
• Flexibility to be available after hours/on weekends as needed.
• Possess, or obtain prior to employment, a valid driver's license. Note: license must be maintained throughout employment.

Preferred

• Master's degree in Business Administration or a related field.
• Experience at a medium or large commercial service airport.

We also expect that candidates will demonstrate the following knowledge, skills, and abilities in most cases:

• Extensive knowledge on commercial development and revenue strategies.
• Strong communication and organizational skills, with a keen attention to detail.
• Tech-savvy, with proficiency in Microsoft Office suites, and other modern productivity tools such as Teams, Asana, SharePoint, etc.

Don't meet every requirement?

Studies have shown that women and people of color are less likely to apply to jobs if they don't meet every single qualification. As a Smarter Airport, we recognize that talent is not always related job history and skills come from valuable experiences that aren't always shown on a resume. If you are excited to make a positive change for our region, but your experience doesn't align perfectly, we encourage you to apply. You may be the right candidate for our organization, whether it be this role or another.

Caring For Our Crew

At ACAA, we've got you covered. That applies to how we equip, empower, and enable our people to do their jobs. It also applies to our benefits, which are broader and more valuable than what many other employers offer:

• We offer two plan options for healthcare coverage from high-quality insurance carriers, as well as an ACAA-funded Health Reimbursement Account (HRA) that will help offset the cost of many medical expenses.
• ACAA employees pay almost $1,200 less per year in healthcare Commercial Development contributions than the average employee in other companies, according to market surveys.
• When HRA funding is included, the health-plan deductibles paid by ACAA employees are about $1,200 lower on average than the costs paid by employees of other companies.
• ACAA does not require that employees meet a separate deductible for pharmacy expenses before prescription-drug coverage kicks in.
• ACAA's dental plans (included with healthcare coverage) offer an option covering children's orthodontia.
• Employees also can take advantage of a Flexible Spending Account (FSA) to help pay for health care and dependent care expenses on a pre-tax basis.
• All eligible full-time ACAA employees participate in the Allegheny County Employees Pension Plan, a defined benefit plan that vests after 10 years