Director, Concessions and Partnerships

Job Description

Job Title: Director, Concessions & Partnerships

Reports to: Chief Commercial Officer

THE OPPORTUNITY

Pittsburgh International Airport operates a dynamic retail and dining environment serving millions of passengers each year. With concession agreements structured to regularly refresh the offer, the airport maintains a continuous pipeline of new brands, concepts, and commercial partnerships.

As Director, Concessions & Partnerships, you will shape the commercial strategy for the airport’s retail, dining, and passenger services portfolio while leading major brand partnerships and overseeing the performance of the concessions program. Working with national brands, emerging operators, and distinctive regional concepts, you will ensure the airport’s commercial environment remains fresh, compelling, and commercially successful. Leading a multidisciplinary team responsible for business development, performance management, and commercial analytics, this role combines commercial strategy, brand engagement, and complex contract negotiation with strong stakeholder leadership.

This position is ideal for a commercially driven leader who thrives on building partnerships, influencing across large organizations, and delivering strong commercial results in a high-traffic consumer environment.

RESPONSIBILITIES

• Define and lead the long-term commercial strategy for PIT’s retail, dining, and passenger services portfolio.
• Protect and grow the airport’s non-aeronautical revenue base through strategic contract negotiation, commercial initiatives, and the introduction of innovative concepts that improve margin and Revenue per Passenger (RPP).
• Personally lead the development and negotiation of major commercial partnerships, including national brands, anchor operators, and high-profile regional concepts.
• Oversee the concessions contract lifecycle including tender strategy, proposal evaluation, negotiation, and contract award, providing commercial leadership on major agreements.
• Provide strategic direction to the Business Development & Product Manager to maintain a strong pipeline of prospective operators and innovative concepts aligned with the airport’s commercial strategy.
• Accountable for the commercial performance of the concessions portfolio, holding concession partners responsible for sales performance, service standards, and brand execution.
• Provide leadership to the Performance & Logistics Manager to ensure concession partners are supported and challenged to maximize trading performance and operational alignment with passenger flows.
• Ensure the Commercial Insights function delivers high-quality analytics, forecasting, and reporting to support strategic decision-making and performance improvement.
• Ensure the concessions function is engaged early in airport development and operational projects that may impact commercial performance, advocating for commercial requirements to be embedded within project scope, design, and funding.
• Act as a strong internal advocate for the airport’s commercial business, influencing teams across Finance, Legal, Operations, Marketing, Brand & Communications, IT, and Planning to ensure concessions considerations are integrated into decisions affecting passenger flow, access, sightlines, and commercial performance.
• Guide the design and activation of commercial spaces and oversee concession development projects and operator fit-outs.
• Lead and develop the concessions team, fostering a culture of accountability, collaboration, and continuous improvement

EXPERIENCE & CAPABILITIES

• Significant experience in retail, food & beverage, hospitality, or commercial real estate within high-volume consumer environments.
• Proven track record of identifying and delivering new business opportunities and driving commercial revenue growth.
• Strong experience negotiating complex commercial partnerships and contracts with third-party operators.
• Experience identifying, engaging, and securing new brands or operators within competitive commercial environments.
• Strong commercial acumen supported by analytical capability and strategic thinking.
• Excellent interpersonal, networking, and stakeholder management skills with the ability to influence at senior levels across large organizations.
• Demonstrated leadership experience building and developing high-performing teams.
• Proficiency in Microsoft Office including Word, Excel, and PowerPoint; CRM tools such as Salesforce preferred.
• Ability to travel 5%.

SUCCESS MEASURES FOR THE ROLE

Success in this role will be demonstrated through:

• Growth in non-aeronautical revenue and Revenue per Passenger (RPP)
• Attraction and successful launch of high-quality new brands and concepts
• Strong commercial performance across the concessions portfolio
• Positive passenger experience and strong concession partner relationships

KEY COMPETENCIES

• Communication – Able to clearly articulate short-term vision, department goals and objectives; Collaborate effectively with peers; Able to communicate policy and strategy to team members.
• Strategic Thinking – Able to determine short-term outcomes and give guidance on how to meet goals; Able to direct and deliver plans to achieve efficient, on-time results.
• Team Builder – Able to direct and implement project objectives through “one team” approach; Focused on developing team; direct work of team through leadership and accountability; Makes informed decisions.

REQUIREMENTS

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

• Bachelor’s degree in Business, Retail Management, Marketing, Finance, Economics, Hospitality Management, or a related field. A master’s degree or M.B.A. is preferred.
• Significant leadership experience within retail, food & beverage, hospitality, commercial real estate, or other high-traffic consumer environments.
• Demonstrated experience driving revenue growth through commercial partnerships, brand development, and negotiation of agreements with third-party operators.
• Proven ability to manage commercial performance within a multi-unit or portfolio business environment, delivering against revenue or financial targets.
• Possess or obtain prior to employment a valid Pennsylvania Class C driver’s license. Note: license must be maintained throughout employment.

PREFERRED

• Master’s degree in Business Administration or a related field.
• Experience managing relationships and growing product lines in a complex commercial environment.

SUPERVISION EXERCISED / RECEIVED:

Provides supervision to Business Manager/Analyst, Receives limited supervision from Chief Commercial Officer.

KNOWLEDGE, SKILLS & ABILITIES

• Extensive knowledge of commercial development revenue growth strategies.
• Strong communication and organizational skills, with attention to detail.
• Tech-savvy, with proficiency in Microsoft Office suites, and other modern productivity tools such as Teams, Asana, SharePoint, etc.
• 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.

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.

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

Must pass a thorough investigation, consisting of a criminal history check (including but not limited to the requirements of CFR 1542.209 and 1542.3), verification of prior employment and performance, reference and credentials checks.

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.