vice-président du développement des affaires

HMSHost; Bethesda (MD); On-site; USD 180,000 - 320,000; Full time

Benefits offered by this job

Health, dental and vision insurance

Generous paid time off

401(k) retirement plan with company-mu

Company paid life insurance

Tuition reimbursement

Employee assistance program

Training and career growth

Referral program

Job summary

HMSHost in Bethesda, MD is seeking a seasoned Vice President of Business Development to drive growth at airports by building and extending client relationships, winning new contracts, and expanding opportunities across the portfolio.

Reporting to the Senior Vice President of Business Development, you will lead cross-functional teams, steer strategic negotiations, and oversee financial analyses, contracts, and budgets to deliver measurable results.

Qualifications

• Total professional experience must exceed 12 years.
• In leadership role: 7 years leading business development or business development finance programs and/or influencing stakeholders and deal outcomes.
• In technical role: 10 years in a senior level business development finance role.
• A bachelor’s degree concentrating on financial planning and analysis can count for 3 of the ten-year requirement.
• An MBA or a master’s level degree in a program related to the functional area can count for an additional 2 years of the ten-year requirement.
• In industry: 3-5 years of Airport F&B and/or Retail experience.

Responsibilities

• Develops and implements contract win and extension strategies, including proper positioning, local support, and identification of key success criteria
• Builds, manages, and maintains client relationships to influence deal structure, win contracts, and improve deal terms
• Partners with head of program management, proposal development, and creative services to develop project plans and proposals, presentations, and other external documents for RFQs, RFPs, lease extensions, and other competitive opportunities including deals for new and existing spaces
• Negotiates and finalizes ACDBE, subtenant, and client agreements including internal approval of terms
• Engages with and presents to prospective clients, airport staff, boards, and political representatives; influences acceptances of rent and minimum annual guarantees
• Executes the project work plan and manages budgets including overseeing all financial analysis for assigned contracts
• Oversees business case, design and construction, and process post audits
• Participates in the approval and negotiation of project change orders
• Partnerswith Operations Leadership to successfully deliver and fulfill allcontracts

Skills

Financial analysis

Strategic planning

Stakeholder management

Negotiation

Leadership

Airport experience

Education

Bachelor's in business/finance

MBA or related master's

Job description

With a career at HMSHost, you really benefit! We Offer

• Health, dental and vision insurance
• Generous paid time off (vacation, flex or sick)
• *401(k) retirement plan with company match
• *Company paid life insurance
• *Tuition reimbursement
• Employee assistance program
• Training and exciting career growth opportunities
• Referral program – refer a friend and earn a bonus

*Benefits may vary by position so ask your recruiter for details.

Location: Bethesda, Maryland

Purpose

The purpose of the Vice President of Business Development is to execute on the development strategy through client relationships and implementation of plans to retain existing contracts, expand current airport business opportunities, and acquire new airport contracts.

Essential Functions

• Develops and implements contract win and extension strategies, including proper positioning, local support, and identification of key success criteria
• Builds, manages, and maintains client relationships to influence deal structure, win contracts, and improve deal terms
• Partners with head of program management, proposal development, and creative services to develop project plans and proposals, presentations, and other external documents for RFQs, RFPs, lease extensions, and other competitive opportunities including deals for new and existing spaces
• Negotiates and finalizes ACDBE, subtenant, and client agreements including internal approval of terms
• Engages with and presents to prospective clients, airport staff, boards, and political representatives; influences acceptances of rent and minimum annual guarantees
• Executes the project work plan and manages budgets including overseeing all financial analysis for assigned contracts
• Oversees business case, design and construction, and process post audits
• Participates in the approval and negotiation of project change orders
• Partnerswith Operations Leadership to successfully deliver and fulfill allcontracts

Reporting Relationship

Reports to the Senior Vice President of Business Development

Major Interdependencies

• Departments: Financial Planning and Analysis, Design and Construction, Legal, Strategic Alliances, Operations, Company Senior Leadership
• Customers: Landlords, brands, airport/city/port authorities, industry affinity organizations, competitors

Minimum Qualifications, Knowledge, Skills, and Work Environment

• Education and Experience
  • Total professional experience must exceed 12 years
  • In leadership role: 7 years leading business development or business development finance programs and/or influencing stakeholders and deal outcomes
  • In technical role: 10 years in a senior level business development finance role
  • A bachelor’s degree concentrating on financial planning and analysis can count for 3 of the ten-year requirement
  • An MBA or a master’s level degree in a program related to the functional area can count for an additional 2 years of the ten-year requirement
  • In industry: 3-5 years of Airport F&B and/or Retail experience
• Specialized Training:
  • Must have significant experiential learning of the business development finance and contracting process at an organization that is dependent on contract acquisition for overall success
  • Completion of or future participation in Facility Development Process (FDP) training
• Specialized Skillset/Competencies/Traits:
  • Highly advanced financial analysis and business acumen, but also has a strategic vision to understand the long-term implications of each development deal
  • Knowledge of and participation in industry affinity groups i.e., ACI, AAAE, AMAC, ARRA
  • Demonstrated history ofanticipating and balancingthe needs of the business with the needs of complexstakeholders, the employee population, and individual circumstances
  • Demonstrated history ofcreating and maintaining positive work environmentsthroughcoaching, developing, and leading teamsto achieve common goals
  • Demonstrated experience exhibiting acontinuous improvement mindsetwith the ability tooptimize work processesand achieve positive results
• Travel/Location:
  • This position is based at the North America Support Center in Bethesda, MD
  • Requires 50% travel to airport locations

Avolta, including Dufry, HMSHost Corporation, Hudson, and affiliates (“the Company”), is an equal opportunity employer. It is the Company’s policy to ensure equal employment opportunity in all aspects of employment and to comply with anti-discrimination laws and regulations. The Company prohibits discrimination and harassment of any type and provides equal opportunities to applicants and team members without regard to actual or perceived race, color, creed, age, religion, sex or gender (including pregnancy, childbirth, related medical conditions and lactation), gender identity or gender expression (including transgender status), sexual orientation, national origin, disability, military service and veteran status, ancestry, citizenship status, marital status, protected medical condition as defined by applicable state or local law, genetic information, or any other basis protected by applicable federal, state or local laws and ordinances (referred to as “protected characteristics”).

Source: HMSHost