Director, Commercial Development

Director, Commercial Development

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The ACAA's 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.

Here is how the Director, Commercial Development will help:

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, way finding 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…