Director of Commercial Management (DOT EXECUTIVE VI)

Open Recruitment

Executive Service Recruitment

The incumbent will serve at the pleasure of the appointing authority

The Maryland Aviation Administration (MAA) is the owner & operator of both Baltimore/Washington International Thurgood Marshall and Martin State Airports, serving over 27million passengers annually.

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This position is the Director of Commercial Management (DOT Executive VI) within the Office of Commercial Management (OCM), overseeing all commercial contracts involving airline affairs, commercial business activities ,including ground transportation, commercial development, and concession activities at Baltimore/Washington International Thurgood Marshall and Martin State Airports.

Responsibilities include, but are not limited to:

• Drafting complex legal documents; reviewing, amending, and approving documents prepared by staff in each of the Office of Commercial Management's respective aeronautical and non-aeronautical functional areas. Documents include all airline agreements, all concession and commercial contracts, and all revenue-producing solicitations for BWI Marshall and Martin State Airports, which in total generate approximately $350 million in annual revenue.
• Responsible for oversight and implementation of the master concession developer contract and the concessions program; review and approve concepts
  and sublease agreements with all airport concessionaires; developing opportunities for increasing revenues and recommendations.
• Reporting and providing recommendations and guidance to the Deputy Chief of Business Development and Management on matters related to airline use and lease agreement, lease provisions, concession and expense contracts, and any other contracts handled by OCM.
• Managing 3 staff members, including the Deputy Director of Aeronautical Revenu, Deputy Director of Non-Aeronautical Revenue and the Administrative Assistant/Database Coordinator of OCM and several airport financial and commercial consultants and advisors.
• Providing review and oversight of all OCM Maryland Board of Public Work (BPW) Items.
• Developing strategic plans for negotiations and engaging in complex negotiations with airlines and other commercial tenants, including cargo, rental car companies, ground transportation, and parking. Overseeing and implementing the master Airline Use and Lease Agreement, which generates over $1.2 billion over its 7-year term.
• Staying current and updated on all state laws and regulations that impact OCM's ability to contract, including COMAR, legislative policies, state procurement laws, and Maryland BPW policies.
• Overseeing and negotiating commercial service contracts, including consultancy agreements.
• Collaborate with airport stakeholders to identify new business opportunities.
• Analyzing market trends and develop competitive strategies, monitoring strategic initiatives and key performance indicators, developing OCM training initiatives, streamlining commercial solicitations.
• Interpreting and evaluating financial and statistical data to recommend rate and fee adjustments to MAA.
• Establishing and obtaining Strategic Plan Initiatives, including development of operating budges and submitting capital requests for funding,
• Developing and implementing revenue enhancement initiatives, cost-saving initiatives, and recommendations for best practices in the utilization of airport property.
• Overseeing annual agency appropriation budget for OCM and managing cost allocations and expenditures for the office on a monthly basis. Approving all staff expenditures related to travel, etc. Oversee revenue collections, aged receivables, and forecasted revenue.

This position is located in Anne Arundel County, MD.

Preferred Qualifications:

Education: Possession of a bachelor's degree from an accredited college or university in aviation management, business administration, or related fields.

Experience: Eight (8) years of experience overseeing commercial contracts involving airline affairs, commercial business activities, including ground transportation, commercial development, and/or concession activities. Three (3) years of this experience must have been in a supervisory and/or managerial capacity.

The ideal candidate will possess the following preferred experience:

• At least two (2) years of experience working in the Federal or State Government.
• Experience in maximizing non-aeronautical revenue and enhancing the commercial viability
• Experience in establishing internal processes, project management, and training

• Strong strategic thinking, leadership, negotiation, and contract management skills.
• Aviation/transportation industry experience
• The ability to analyze the organization's competitive position by considering market and industry trends, existing and potential customers (internal and external), and strengths and weaknesses as compared to competitors
• The ability to clearly communicate (both oral and written) to effectively articulate, present and promote varied ideas at a senior level.
• The willingness to take prompt action to accomplish organizational goals and priorities and be nimble to changes
• The capacity to use rational processes to solve problems, find effective solutions, and make timely and sound decisions
• The reliability and trustworthiness in meeting obligations as it relates the job description, work assignments, and projects

Not applicable

TO APPLY:

You may apply online at https://www.governmentjobs.com/careers/mdotmd to be considered for this recruitment. RESUMES CANNOT BE SUBSTITUTED FOR THE MDOT EMPLOYMENT APPLICATION.Consideration for employment may be based solely on the contents of your application; therefore, it is essential that you provide complete and accurate information.? Please include all relevant experience on your application.? This includes, but is not limited to, full or part time, volunteer, military, acting capacity, or any other experience that is relevant to the position you are applying for.??

If you have held?more than one (1) position at the same employer, please list each position that you held and the length of time that you held each position.

Your application must be received by 06/16/2025.

Appropriate auxiliary aids and services for qualified individuals with disabilities will be provided upon request. Please notify in advance. MD Relay Service MD Relay Service Number 1-800-735-2258 (TTY Number: 711. Bilingual applicants are encouraged to apply. The selected candidate may be subject to background and reference checks.

The Maryland Department of Transportation is not sponsoring new employees in application of the H-1B Visa or providing an extension of an existing H-1B Visa at this time due to budgetary constraints. All applicants must be legally authorized to work in the United States under the Immigration Reform and Control Act of 1986. Federal regulations prohibit H1B Visa candidates from paying sponsorship fees, all sponsorship fees must be assumed by the potential employer.

For education obtained outside the U.S., at the time of application you are required to provide proof of the equivalent American education as determined by a foreign credential evaluation service, such as the National Association of Credential Evaluation Services (http://www.naces.org) or World Education Services: International Credential Evaluation (https://www.wes.org/).?

The incumbent in this position may be or will not be amember of a covered bargaining unit.

WE ARE AN EQUAL OPPORTUNITY EMPLOYER, MDOT MAA does not discriminate based on age, ancestry, color, creed, gender identity or expression, genetic information, marital status, mental or physical disability, national origin, race, religious affiliation, belief or opinion, sex, or sexual orientation.