Chief Commercial Officer (JMP)

About Vantage Group

Vantage Group is a global leader in airport and transportation investment, development, management, and advisor services.  Since 1994, Vantage's corporate and network-wide team has managed an award-winning portfolio, building strong partnerships that integrate global expertise and local know-how to solve complex transportation challenges at every network location.  Over three decades, Vantage has built a track record of creating customized solutions to transform airports and transportation centers that benefit the passengers, stakeholders, and communities they serve.  Vantage is a wholly owned strategic platform of Investcorp Corsair Infrastructure Partners for capital deployment in the airport and transportation sectors.  Visit vantagegroup.com to learn more.  

The Role  

The Chief Commercial Officer, JMP (CCO, JMP) is responsible for driving revenue, business growth and profitability through the development and optimization of aeronautical and non-aeronautical streams.  Through the formulation and execution of commercial strategies, the CCO, JMP supports the achievement of the organization’s goals, including market expansion, business development and best-in-class guest experiences.  Leading all aspects of the Air Service Development function (ASD), the Commercial Development function (Commercial), and the Communications and Marketing function, the CCO, JMP will build high-capacity teams.  The CCO also manages and strengthens key partnerships, analyzes market trends, and fosters a customer-centric culture. 
 
As a key member of the JMP executive leadership team, the CCO, JMP will ensure commercial development opportunities enhance revenue and exemplifies the organization’s mission, core values, and strategic plan. 

Duties and Responsibilities:

Aeronautical Revenue

• Forges strategic relationships with airlines and commercial stakeholders; leads or oversees the structuring and negotiation of all JMP’s key commercial agreements (including airline rates, fees and charges)
• Identifies new and strategic opportunities, including the development of new products or airline partnerships that align with JMP strategic goals
• Using analytics and forecasting, evaluates potential airline partnership opportunities based on market demand, competition and economic factors
• Oversees the performance of new and existing airline partnerships at Terminal 6 and monitors for changes that require action
• Negotiates with airlines to secure new services and amend existing services
• Develops and administers incentive programs to attract new airlines or expand / extend existing agreements
• Blends market analysis, negotiation, and strategic planning to create new opportunities and improve connectivity

Stakeholder Engagement

• Build relationships with stakeholders, including airlines, airports, terminal operators, and government agencies. 
• Collaborate with other departments within the organization (e.g., marketing, operations) to develop the collateral needed to interact with stakeholders.  

Non-Aeronautical Revenue 

• Fosters a connective and performance driven culture with respect to commercial operations; lead commercial initiatives and drive performance through suitable industry and market Key Performance Indicators
• Supports the development and implementation of a dynamic and innovative commercial and guest services programs
• Evolves and applies Vantage’s best-in-class concession management techniques and programs to monitor and improve performance of the concession program to maximize revenue opportunities and enhance the guest experience at the airport
• Fosters a performance driven culture by leading and monitoring commercial initiatives and performance benchmarked against other airports, terminals & comparable off-airport facilities
• Supports the development and implementation of world-class concession plans, and promotional programs to achieve maximum performance, drive annual sales growth and increase revenues
• Oversees the management of lease renewal processes and negotiating terms with existing tenants
• Collaborates with the ELT to identify and deliver new non-aeronautical revenue opportunities at Terminal 6.
   

Executive Leadership Team (ELT)

• Working alongside the CEO and the ELT, develops, refines and implements the strategic plan
• Directs the development and implementation of goals, policies, and strategic plans to advance commercial operations and revenue development.
• Acts as a leader within the organization, representing the ELT and championing organizational goals and objectives both internally and externally through the development of a compelling vision and motivating stakeholders to make those possibilities real.
• Collaborates with ELT members on the allocation of resources and service levels to meet Terminal 6’s strategic plans.
• Monitors the organizational structure, staffing, service levels, and administrative systems required to effectively and efficiently accomplish the goals and objectives.
• Directs the development and implementation of the operational budget and monitors expenditures to ensure adherence to the approved budget. Embraces and models the Airport’s Core Values of Safety and Security, Teamwork, Care, and Excellence.
• Contributes to the effectiveness of the ELT through a collaborative, solutions-oriented approach; coordinates with other departments in establishing and carrying out terminal projects, including capital projects
• Keeps the CEO, JMP fully informed on important and relevant issues in a timely manner; prepares and presents reports on departmental performance as requested by the CEO, JMP; including presentations to the JMP Board on strategic commercial matters.
• Represents the airport externally with government and industry stakeholders in a variety of settings, including negotiating with airlines, concession tenants, authorities, subcontractors, etc.
• Models and promotes honest and ethical conduct within the leadership team and throughout the organization; appropriately handles actual or apparent conflicts of interest, meets standards of full disclosure, and consistently acts in the organization's long-term interest, serving to preserve and enhance JMP's reputation
• Provides executive leadership in emergency situations, and in coordination with appropriate authorities; consistently cultivates a culture of safety and security.
• Establish, manage and maintain strong relationships with applicable stakeholders, including The Port Authority of New York & New Jersey, concessionaires, regulatory agencies, airlines, vendors, and the wider airport community to drive financial performance

Other duties and responsibilities commensurate with the position may be assigned.

Primary Qualifications:

With a Business degree (aviation/business/operations related) or equivalent, you have at least 15 years of progressive multi-disciplinary airport operations experience, including 10 years in a management role.

About You:

• Ability to foster ongoing relationships with network airports and stakeholders
• Strong working knowledge of financial/budget management
• Curious about the “why” and able to thrive in ambiguity
• Public speaking and presentations skills for a variety of audiences, including board and executive level
• Ability to lead multi-disciplinary operational audits and showcase effective leadership
• Strong verbal and written communication skills
• Sound knowledge of project management & delivery techniques
• Demonstrable business acumen
• Critical thinking and analytical skills for the resolution of operational problems
• Able to be a self-starter and make effective decisions with minimal supervision
• A team player focused on effective operational performance in a complex environment
• Aptitude for critical problem solving and conflict resolution, with the ability to maintain objectivity and impartiality
• Ability to multitask, manage time and respond well under pressure (e.g., emergency situations, etc.)
• Willingness and ability to travel within North America and Internationally as required 

Primary Work Location: JFK Airport and Madison Avenue Office 

What we offer

In addition to a competitive compensation and benefits package, career progression, and access to a global team of talented professionals, we are growing and offer boundless opportunities to make your mark. If you share our sense of adventure, come, and join us for the journey.  The salary range for this position is $225,000 - $300,000.

To apply

Please visit our Careers page at:

https://www.vantagegroup.com/careers/ and follow prompts to apply with your cover letter and résumé.

All qualified candidates who are legally entitled to work in the US will be considered. 

At Vantage Group, we seek and welcome unique backgrounds, perspectives, experiences and skills. As a global organization, we are always looking for differentiated points of view. We know that a diverse, inclusive and empowered workforce is essential to our shared success, and we invite you to join us for the journey.