Under the supervision of the Vice President, Commercial Revenue Officer, the Director is jointly responsible for the planning and execution of the Commission's present and future business strategies, increase non-aeronautical revenue to better serve both internal and external customers at the Minneapolis - St. Paul International Airport.  This includes but is not limited to, identification, prioritization, coordination, and development of the Commission's business needs and services. The Director will provide leadership and structure while bringing creativity and an entrepreneurial spirit to many of the Commission's most significant processes, projects, and ventures. The Director plays a critical role in defining and implementing initiatives for profitable and sustainable concession, strategic partnership, advertising, and conference center development related to business performance and revenue growth, which generate more than 235 million dollars annually.Responsible for the management of assigned concession properties, which are contractually leased for purposes of generating revenue stream to MAC. Responsible for the design, development, management, and operation of MAC's terminal concession program at both MSP terminals. This position's responsibilities include, but are not limited to, leading the activities of a top ranked staff engaged in managing department segments, developing new concepts, evaluating proposed operations, and ensuring compliance with contract terms. This position is also responsible for negotiating financial terms and monitoring performance. Analyzes and evaluates external business trends; identifies and determines the compatibility of new business concepts with the airports; and develops, markets, and promotes plans for integrating new business concepts with current MAC activities.

RELATIONSHIPS

Supervisory - Reports to the Vice President, Commercial Revenue Officer

Supervises the Assistant Director, Concessions and Business Development, Senior Manager of Strategic Partnership Development, and Managers of Food & Beverage, Retail, Contracts and Proposals, Operations, and Airport Conference Center 

Organizational - Extensive contact with MAC leadership and commission, legal, finance, airport development, strategic marketing and communications, facilities, community engagement, risk management, public safety, environment and airside operations staff. Regular contact with all MAC departments

External Business - Contact with airport tenants, airport community professionals, prospective tenants, external organizations and officials, other airports, suppliers, contractors, bidders, general public, and members of the press

JOB DUTIES

People Leadership

• Integrate MAC's Purpose, Values, and Strategic Goals into area of responsibility.

• Lead annual team goal setting planning sessions.
• Create and maintain a rewarding and productive work environment.
• Direct the activity of employees.
• Complete performance evaluations, job coaching and training, and handling any disputes that may occur involving supervised employees.
• Conduct regularly scheduled department meetings to communicate organizational goals, issues, and information to employees.
• Exercise supervisory authority in accordance with MAC Human Resource Policy, MAC Administration Manual, and/or the appropriate collective bargaining agreement
• Recognize employee achievement.
• Hire, promote, transfer and discharge employees.
• Facilitate effective working relationships among team employees.
• Hear and respond to employee grievances.
• Administer disciplinary action, as appropriate.

Revenue Growth and Business Development

• Oversees the development and implementation of the Strategic Partnership Program for the purposes of generating revenue streams and offsetting expenses to MAC.
• Identifies, implements, and directs new concessions revenue opportunities.
• Recommends Capital Improvement Program (CIP) projects to annually modify and improve the concessions and conference center programs and increase revenue opportunities.
• Directs the activities of the Airport Conference Center, including developing and implementing concepts for revenue growth.
• Identify and implement processes to meet MAC's sustainability goals and initiatives.

Concessions, Strategic Partnership Program, Advertising, and Airport Conference Center Management and Research

• Direct, monitor and report overall concessions, strategic partnership program, advertising, and airport conference center performance and profitability.
• Monitor industry and external business trends, tenant mix, etc., and coordinate actions necessary to add, modify or delete concessions, strategic partnership program, advertising, airport conference center, or business concepts.
• Review plans, project proposals, and airport documents for impacts and provides related input. Coordinates and oversees MAC business interests and tenant impacts throughout construction projects.
• Manage the POS Data Governance program.
• Direct data collection and analysis efforts, including tenant surveys. Represent MAC concessions, strategic partnership program, advertising, and airport conference center interests related to terminal facility planning and design.
• Provide leadership in marketing efforts to support and promote department segments.

Negotiations and Management of Lease Agreements, Tenant Policies, and Ordinances of the Commission

• Direct staff in the oversight of existing leases, the development of leases related to competitive bid process and the development of department operational policies and procedures.
• Perform and manage all aspects of MAC's concession RFP process.
• Negotiate unique business contract terms related to lease development, amendments, and renewal. Coordinate staff and Commission review and approval.
• Determine appropriate actions to be taken in the event of tenant/operator, lease/agreement violations and/or default, and oversees the resolution of any such matters and the promotion of tenant satisfaction
• Provide oversight for the department leases and ensure timely renewals and continued compliance with provisions and terms therein.
• Provide lease interpretation, input, and feedback to MAC departments and tenants.
• Responsible for department's utilization of MAC's property management system for overall lease management in conjunction with MAC Finance.
• Coordinate appropriate accounting and collection activities with the Finance department.
• Provide testimony and depositions regarding MAC contracts.

Presentations and Meetings

• Oversee the preparation and development of lease documents related to Requests for Proposals or Requests for Qualification submittals.
• Prepares and conducts presentations to committees of the Commission regarding all facets of department segments.
• Author memoranda recommending lease approvals and related actions to MAC leadership and Commissioners.
• Coordinate the preparation of special reports regarding policy or project decisions.
• Prepare, execute, and transmit correspondence administering MAC's department programs and related duties and projects.
• Prepare and verbally present issues to various staff committees and related MAC departments.
• Present staff recommendations to the department Vice President and Commission committees.
• Conduct pre-proposal conferences and related meetings with potential and existing tenants and related clients.
• Serve as MAC liaison for the MSP Small Business Concessions Alliance.
• Facilitate the tenant relations committee.

Planning & Budgeting

• Facilitate development and integration of goals and operations within the department. Ensure goals integrate and directly support the MAC's strategic plan.
• Determine resource requirements and strategy to advance department roadmap.
• Act as a team mentor and create professional development and succession plans that align with department and division mission.
• Prepare and execute department's annual budget.
• Provide detailed information regarding monthly department revenue variances. 

Internal and External Communications

• Cultivate collaborative and effective working relationships with all MAC departments and acts as a resource and guide in the areas of concessions, strategic partnerships, advertising, airport conference center, and business development.
• Employ change management, process improvement, conflict-resolution, and problem-solving techniques to foster internal engagement and accountability.
• Oversee the dissemination of information relevant to departments segments to employees, outside agencies, officials, citizens, tenants, contractors, and customers according to MAC's policies to preserve the best interests of the MAC.
• Render complete, accurate, and concise reports to MAC's management and Commission members concerning the status of MAC's concessions, strategic partnership, and airport conference center programs.

Manager of Managers (MOM) Competencies

• Customer Focus - Building strong customer relationships and delivering customer-centric solutions.
• Strategic Mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Plans and Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures Accountability - Holding self and others accountable to meet commitments.
• Drives Results - Consistently achieving results, even under tough circumstances.
• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Values Differences - Recognizing the value that different perspectives and cultures bring to an organization.
• Builds Effective Teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Communicates Effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Drives Engagement - Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Organizational Savvy - Maneuvering comfortably through complex policy, process, and people-related organizational dynamics.

Minimum Requirements

• Bachelor's degree in business administration, airport administration, public administration, or a related field. 
• Ten years professional experience in concession management, commercial property/shopping center/restaurant development, or related property or business development; experience to include major project, client relationships, and/or negotiations management.
• In lieu of a degree, fourteen years of experience in concession management, commercial property/shopping center/restaurant development, or related property or business development; experience to include major project, client relationships, and/or negotiations management.

• Experience managing and supervising direct reports which included responsibility for hiring, disciplining, coaching, rewarding and terminating employees.

• Experience overseeing or managing solicitation processes and drafting lease agreements.
• Budget development and oversight experience.
• Excellent decision making, problem solving and conflict resolution skills.
• Strong attention to detail and highly organized.
• Experience in project management with the ability to establish plans, set priorities, coordinate activities, delegate tasks and responsibilities, and manage resources to achieve goals.

• Strong writing skills for composing memos, policies, procedures, proposals, reports, and other specifications.

• Experience making oral presentations to professional groups.

• Excellent interpersonal communication, collaboration and listening skills.
• Strong knowledge of customer service best practices in hospitality industries. 
• Intermediate skill level using Microsoft Word, Excel, and Outlook.
• Valid state-issued driver's license.
• Reliable vehicle to commute between job sites.

Desirable Requirements

• Master's degree in business, public administration, or a related field.
• Concession management and development experience at an international airport either for the airport or on behalf of a concession's operator.
• Strategic Partnership development experience.
• Experience with data analytics.
• Professional certification in an airport trade organization (i.e. AAAE, ACI)
• Experience using database management software (i.e. CRM, Salesforce, Power BI).

This position provides an opportunity for on-site and remote work. MAC's remote work policy requires employees to be on-site three days of the week. Among the three on-site days, one of them must be either a Monday or a Friday.