Position Summary:
The Senior Vice President of Business Development is responsible for leading the company's strategic growth initiatives through the identification, pursuit, and acquisition of new business opportunities. This executive will oversee all aspects of the business development lifecycle, including opportunity assessment, relationship management, proposal development, contract negotiations, and new business transitions.
The Senior Vice President of Business Development will lead the management proposal team and provide strategic oversight of newly awarded business to ensure operational and financial performance aligns with company expectations and commitments made during the pursuit process.
This role serves as a key member of the executive leadership team and works closely with Operations, Finance, Human Resources, Marketing, Culinary, and Executive Leadership to drive sustainable growth, strengthen industry relationships, and expand the company's national footprint.
Key Responsibilities:
Business Development Leadership
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Develop and execute the company's business development strategy to support short-term and long-term growth objectives.
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Identify, evaluate, and pursue new business opportunities including airport concessions contracts, RFPs, RFQs, leases, strategic partnerships, and acquisitions.
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Build and maintain strong relationships with airport authorities, landlords, consultants, industry partners, and prospective clients.
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Monitor industry trends, competitive activity, and market opportunities to support strategic decision-making.
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Develop and maintain a robust pipeline of business opportunities and provide regular updates to executive leadership.
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Represent the company at industry conferences, networking events, trade associations, and client meetings.
Proposal Management & Pursuit Strategy
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Lead and oversee the company's proposal development process from opportunity identification through contract award.
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Manage the proposal team to ensure timely, accurate, and competitive submissions.
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Coordinate cross-functional resources to develop operational, financial, marketing, design, and presentation materials.
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Establish proposal timelines, strategies, and deliverables to maximize win rates.
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Lead finalist presentations, interviews, and negotiations with airport authorities and business partners.
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Continuously improving proposal processes, content development, and pursuit strategies.
New Business Performance Oversight
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Partner with Operations leadership to support successful transitions and openings of newly awarded locations.
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Monitor operational and financial performance of newly acquired business against pro forma expectations.
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Ensure commitments made during the proposal process are effectively implemented following contract award.
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Collaborate with Finance and Operations to evaluate return on investment and identify opportunities for continued growth.
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Provide executive oversight of startup initiatives and business transitions to ensure successful execution.
Strategic Growth & Development
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Evaluate expansion opportunities, acquisitions, and strategic partnerships that align with company objectives.
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Support due diligence efforts related to acquisitions, new ventures, and growth initiatives.
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Assist with development planning for new locations, including operational launch strategies and transition plans.
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Identify opportunities to strengthen the company's competitive position within the airport concessions and hospitality industries.
Leadership & Organizational Development
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Build, develop, and mentor high-performing business development and proposal team members.
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Foster a culture of accountability, innovation, collaboration, and continuous improvement.
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Establish departmental goals, performance metrics, and development plans.
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Serve as a strategic advisor to executive leadership regarding growth opportunities and market expansion.
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Promote cross-functional collaboration between business development, operations, finance, and support teams.
Qualifications/Skills:
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10+ years of progressive leadership experience in business development, sales, strategic growth, hospitality, food service, retail, aviation, airport concessions, or related industries.
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Minimum of 5 years leading proposal development, contract pursuits, or major business acquisition efforts.
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Bachelor's degree in Business Administration, Hospitality Management, Marketing, Finance, or a related field preferred.
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An equivalent combination of education, professional training, and directly related business development, operational leadership, hospitality, or concessions experience will be considered in lieu of a degree.
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Proven track record of securing large-scale contracts and driving organizational growth.
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Experience leading cross-functional teams and executive-level client relationships.
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Strong negotiation, communication, presentation, and relationship-building skills.
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Strong financial acumen with the ability to evaluate business opportunities and investment returns.
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Experience within airport concessions, hospitality, travel, food service, or retail environments strongly preferred.
Travel Requirements
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Significant travel required (up to 75%) to support business development activities, proposal presentations, industry events, client meetings, airport visits, and new business transition initiatives.
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Ability to travel extensively throughout the United States, including overnight and multi-day travel.
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Valid driver's license required.
Additional Expectations:
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Adhere to all company policies, practices, and procedures.
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Adhere to all existing and future airport, regulatory, and operational requirements.
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Maintain confidentiality regarding company strategies, business opportunities, and proprietary information.
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Perform other duties as assigned or required.
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Avoid any behavior or remarks that could damage the reputation of colleagues, business partners, airports, clients, or the company.
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Follow all safety policies and procedures and promote a culture of safety throughout the organization.
Activity Requirements:
Physical Effort:
Normal physical mobility and agility (reach above the head, bend, or stoop).
Normal physical strength to handle 25+ pound objects, taking frequency into consideration.
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Normal ability to stand and walk for extended periods during site visits, conferences, and business meetings.
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Normal dexterity of hands and fingers for various purposes.
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Normal coordination, including eye-hand and hand-foot coordination while maintaining balance and mobility.
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Able to use hands to perform activities involving holding, grasping, turning, and pulling.
Mental Effort:
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Requires strategic thinking, complex problem solving, and executive-level decision making.
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Ability to evaluate business opportunities, market conditions, and financial performance to support growth initiatives.
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Strong analytical and financial acumen to assess business cases, contracts, and investment opportunities.
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Ability to manage multiple priorities, deadlines, and high-profile pursuits simultaneously.
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Continuous focus on planning, relationship management, business development, and organizational growth.
Work Environment:
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Fast-paced, growth-oriented hospitality environment supporting airport concession operations across multiple states.
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Combination of corporate office work, remote work, and extensive travel.
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Regular interaction with executive leadership, airport authorities, landlords, consultants, and industry partners.
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Ability to manage multiple priorities and respond to business opportunities as they arise.
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Frequent travel to airports, operational locations, conferences, and client meetings throughout the United States.
STANDARD SPECIFICATIONS
Employees in this position are required to adhere to any job-related instructions and perform any additional duties assigned by authorized personnel. The requirements outlined in this document represent the minimum levels of knowledge, skills, or abilities necessary for this role.
This document does not establish an employment contract, either explicit or implied, other than maintaining an "at-will" relationship.
This is an equal-opportunity employer committed to creating a diverse and inclusive work environment. We do not discriminate based on race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, military service, or other non-merit-based factors. We provide reasonable accommodations for individuals with disabilities in accordance with the Americans with Disabilities Act (ADA). If you require any accommodations during the application process, please contact our HR department at [email protected].
