Director, Commercial Development

Job Description

Job Title: Director, Commercial Development

Department: Commercial Development

Reports to: Chief Commercial Officer

Position Summary

The 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.

The Director serves as the primary owner of parking and ground transportation financial performance and is accountable for revenue growth, cost control, vendor performance, and data-driven decision-making in a highly visible, public-facing airport environment.

Responsibilities

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

Knowledge/Skills & Abilities (KSA)

• 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.

Key Competencies

• Effective Communication - Able to clearly articulate goals and objectives to the team; Listens for understanding first with peers, superiors and subordinates; Listens for understanding first with peers, superiors and subordinates
• Strategic Thinking - Able to problem-solve for short-term (quarterly) challenges to accomplish key goals; Able to develop plans to achieve efficient, on-time results.
• Team Leadership - Lead and anticipate the pace and process of change effectively; Drive talent development as a team and individually; Takes accountability for team results; Recognizes and rewards excellence on the team
• Customer Centricity - Motivates team to identify new ways to improve customer experience; Identifies systemic improvements that could positively impact customers

Requirements

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

• 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.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.

Working Conditions

Work is typically done in the office; however, work may require time outdoors on occasion. The noise level in the work environment is usually quiet.

Pre-Employment Drug Testing

Employment is contingent upon the results of a post-offer (initial employment or promotion) drug screening. Continued employment may be subject to drug, and alcohol testing conducted without advance notice and without individualized suspicion.

Pre-Employment Background Investigation

Ability to successfully pass a thorough investigation consisting of a criminal history check (including but not limited to the requirements of TSR 1542.209), verification of prior employment and performance, reference and credentials checks, and in some cases credit history.

EEO

Equal Opportunity Employer. We consider applicants for all positions without regard to race, color, creed, religion, sex, age, national origin, marital status, veteran status, or disability.