Job Description

FGP has been retained by the Richmond International Airport to identify a Director of Properties and Concessions. This is an exciting opportunity to join the organization during a time of growth and expansion!

PURPOSE OF POSITION

Richmond International Airport (RIC) is entering a new era of growth, with a return to international

nonstop routes and the planned consolidation of security checkpoints opening the door to a

complete reinvention of our concessions experience. The Director of Properties and Concessions is

a strategic and results-driven leader who will play a critical role in shaping the airport’s commercial

future. This role is responsible for the full redevelopment and ongoing management of the

airport’s concessions program, oversight of all real estate and leasing activities, and strategic

direction of the airport’s on-site advertising program.

With limited leasable space remaining, the Director will also be charged with developing a forward-looking property and land use strategy that maximizes the value of RIC’s remaining usable land while ensuring long-term revenue growth and alignment with regional development goals.

Additionally, the Director serves as the Foreign Trade Zone (FTZ) Administrator, managing

compliance and promoting the zone as a competitive advantage for attracting and retaining businesses at the airport.

ESSENTIAL JOB FUNCTIONS

Concessions

• Lead the full redevelopment of the airport’s concessions program following checkpoint consolidation, reimagining the layout, mix, and operating model to meet the needs of modern travelers and reflect Richmond’s culture and offerings.
• Drive long-term strategy for concessions performance, ensuring a best-in-class passenger experience and sustained non-aeronautical revenue growth.
• Manage all aspects of concessionaire relationships, including onboarding, operational support, compliance, and performance evaluation.
• Develop and execute solicitations (RFPs, RFQs), negotiate agreements, and manage contract administration.
• Monitor sales and customer feedback data to identify improvement areas and enforce service standards

Properties and Land Development

• Lead the development and implementation of a comprehensive airport land and property strategy as RIC approaches full lease-out of existing space.
• Identify opportunities for commercial, aeronautical and mixed-use development within available land.
• Oversee all real estate activities including lease negotiations, tenant management, site planning and compliance.
• Partner with regional stakeholders, developers, and public entities to align airport growth with broader economic development initiatives.
• Support site preparation, infrastructure planning, and capital project coordination for future development.

Advertising and Media Program

• Oversee the airport’s third-party advertising/media partnership, ensuring contract compliance, brand consistency, and revenue optimization.
• Evaluate performance metrics and opportunities for program enhancement, including digital, experiential, and non-traditional formats.
• Ensure advertising assets and campaigns complement passenger flow, customer experience, and terminal aesthetics.

Foreign Trade Zone Administration

• Serve as the designated FTZ Administrator for Richmond International Airport, ensuring compliance with all federal regulations and reporting requirements.
• Promote FTZ to attract new businesses and support existing tenants seeking trade-related advantages.
• Act as liaison to U.S. Customs and Border Protection (CBP), the U.S. Foreign-Trade Zones Board, and FTZ operators/users within the airport.
• Collaborate with the airport’s business development and government affairs teams to align FTZ strategy with regional economic development efforts.

Leadership and Strategic Planning

• Lead and develop a high-performing team responsible for concessions, real estate, and advertising/media programs, including the Manager of Properties and Concessions, Contract Administrator, and support team.
• Establish clear objectives, KPIs, and accountability frameworks to drive performance across all areas of responsibility.
• Advise the CGO and executive team on strategic opportunities related to non-aeronautical revenue, land development, and commercial innovation.

REQUIRED EDUCATION & EXPERIENCE

• Graduation from an accredited college or university with a bachelor’s degree in business, accounting, public administration, aviation management, or a closely related field.
• Ten (10) years of experience in airport concessions; or an equivalent combination of education and five (5) years of experience in airport concessions. Commercial real estate background is also desirable but not required.

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Industry Knowledge: Proven experience in concessions development, tenant/vendor management, and commercial performance oversight. Thorough knowledge of principles, practices, and procedures for commercial property management in an airport environment. Considerable knowledge of financial records, contracts, taxes, purchase orders, liability insurance, bonding and licensing requirements for business enterprises. Working knowledge of federal and state equal opportunity programs.
• Regulatory Knowledge: Thorough knowledge of principles and practices of public authority finance administration and the federal and state statues which affect these.
• Administration and Leadership Knowledge: Knowledge of business and management principles involved in strategic planning, operations resource allocation, emergency response, leadership techniques, production methods, and leadership of employees.
• Operational IT Systems Knowledge: Knowledge of technology related to airport operations,, emergency communications, and airport fire and law enforcement.
• Psychology Skills: Knowledge of human factors, behavior and performance, including individual differences in ability, personality, and interests relative to performance, learning and motivation.
• Communication Skills: Skillfully communicate with various audiences verbally, non-verbally and in writing.
• Presentation Skills: Skillfully present to various audiences educationally and influentially to support organizational goals.
• Customer Service Skills: Skillfully provide customer service to a variety of employee levels with emphasis placed on listening, educating, and demonstrating a culture of civility throughout the organization.
• Management of Personnel Resources: Have the ability to motivate, develop, and collaborate with human capital as they work and grow within the organization.
• Performance Management: Set goals, monitor performance, provide support, and complete annual evaluations.
• Critical Thinking and Decision Making: Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems; and the ability to make sound decisions considering the relative costs and benefits of potential actions.
• Problem Solving: Ability to recognize complex problems and review related information to develop and evaluate options and implement solutions.
• Monitoring & Assessment Ability: Ability to monitor and assess the performance of yourself, other individuals and/or divisions to make improvements or take corrective action, as necessary.

SPECIAL REQUIREMENTS/LICENSES

Intermediate skills or higher in Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) are required. Possess a working knowledge of systems related to operations and security. Possession of a valid Virginia Driver's License; ability to obtain and maintain eligibility to hold a Security Identification Display Area (SIDA) badge. The person should have the ability to evaluate and learn new systems quickly as they relate to internal processes. Certifications demonstrating additional knowledge related to the various divisions supervised are preferred.

SUPERVISORY RESPONSIBILITIES

This position oversees the Manager of Properties and Concessions, Contract Administrator, and CADD Operator. Supervision is the responsibility of positions in this classification. Decisions are made within broad interpretation of applicable guidelines and federal, state, and county policies and rules.

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