Director Business Development

Concessions International; Atlanta (GA); On-site; USD 140,000 - 210,000; Full time

Job summary

Concessions International is seeking a Director of Business Development to drive growth across North America. You will lead BD strategy, manage partnerships, and guide RFP responses while representing CI to airports and key stakeholders.

This role requires 5–7 years in leadership, strong FP&A capabilities, and the ability to travel 60–75% with short notice. You will mentor the BD team and collaborate with cross-functional partners on complex leases and brand agreements.

Qualifications

• Bachelor’s degree required in business, hospitality, finance or similar.
• 5–7 years in management/leadership roles in business development, commercial mgmt, corporate real estate, or similar industries (aviation preferred).
• Strong FP&A acumen and financial modeling experience.
• Understanding of joint venture relationships and related legal matters.
• Track record of negotiating profitable, complex leases and agreements.
• Established relationships with aviation, government, airlines, joint venture partners, and brands.
• Excellent verbal and written communication; able to engage diverse stakeholders.
• Willingness to travel 60–75% with short notice.

Responsibilities

• Lead BD strategy to protect, extend, and grow profitable contracts in airports.
• Design and execute national and local brands strategy.
• Collaborate with BD, finance, legal, and operations for market and financial analyses.
• Oversee short- and long-term marketing initiatives for B2B and B2C audiences.
• Own RFP responses, negotiate leases and brand agreements, and support proforma development with finance.
• Guide design and construction oversight of airport projects.
• Recruit, coach, and mentor BD team; advance CSR strategy.
• Build and maintain relationships with CI and Russell Enterprise teams.
• Represent CI in industry organizations, conferences, and events.

Skills

Leadership

Negotiation

FP&A

Stakeholder management

Communication

Travel readiness

Education

Bachelor’s degree in business/ Hospitality/ Finance

Job description

Summary

The Director of Business Development (BD) acts as a key leader in the Company that implements and supports initiatives to help grow Concessions International’s (CI) business footprint across North America. This leader is accountable for managing marketing partnerships, the brand portfolio, and responses to Requests for Proposals (RFPs.) As the Director of BD, this person acts as a key representative of the Company to airports, the community, and other stakeholders. This role is accountable for the coaching and leadership of members of the BD team, as directed by the Chief Development Officer.

Key Responsibilities

Strategy & Growth

• Manage CI’s business development strategy to protect, extend, and grow profitable contracts in airports.
• Design and execute the company’s national and local brands strategy.
• Collaborate with other members of the BD Team, finance, legal, and operations to conduct compliance, market, and financial analysis to support business cases for growth.
• Manage the oversight of short and long-term marketing initiatives for both B2B and B2C populations.

Revenue Optimization

• Accountable for the compliance, curation, and timely responses to RFPs.
• Successfully negotiate commercial leases, brand agreements, and other contracts on behalf of the Company.
• In partnership with finance, prepare proformas and other financial modeling to support responses to RFPs.
• Support planning and execution of the design and construction of projects in airports.

People & Culture

• Recruit, coach, and mentor members of the Business Development Team.
• Support the implementation of the company’s Corporate Social Responsibility (CSR) strategy.
• Collaborate and build relationships with other members of the Concessions International and Russell Enterprise’s teams.

Industry Relationships & Management

• Establish and maintain strong relationships with aviation leaders, airlines, government officials, joint venture partners, brands, and other stakeholders in the aviation ecosystem.
• Represent Concessions International externally within industry organizations, conferences, and events.

Qualifications

• Bachelor’s degree in business, Hospitality, Finance, or similar fields of study required.
• 5-7 years of experience in management and leadership level roles in business development, commercial management, corporate real estate, or similar industries. Experience in the aviation industry preferred.
• Proven and demonstrated business and financial acumen, with a strong focus on FP&A.
• Understands joint venture relationships and legal matters that have an impact on overall business relationships.
• Owns a win record of securing and negotiating profitable and complex leases and other agreements.
• Established relationships with the company’s key stakeholder communities (i.e., aviation, government, airlines, joint venture partners, and brands.)
• Strong leadership and people management skills with a history of identifying and growing talent.
• Excellent verbal and written communication skills, with experience engaging various stakeholders across organizations.
• The BD Director must have the ability to travel 60-75%, often with short notice.