Mineta San José International Airport– Senior Manager of Commercial Development and Revenue Enhancement

To apply, applicants must complete an application via the City of San Jose’s website at www.sanjoseca.gov/citycareers.  The application deadline is 11:59 PM on Friday, November 12, 2021


About the Department

The City of San José, the Capital of Silicon Valley, is one of the nation's best managed cities and one of the top 10 cities in which to live, work, and do business. Moreover, San José is the center of cultural, government and economic activity for the region. The employees of the City of San José have embraced the following values: Integrity, Innovation, Excellence, Collaboration, Respect and Celebration. The City's Airport Department is seeking an individual whose values align with the values of the City's employees.

 Prior to the impact of COVID, the Norman Y. Mineta San José International Airport(SJC) served more than 15 million passengers annually with 450 peak daily departures and arrivals on 13 international and domestic carriers to 50+nonstop destinations. SJC has been one of America’s fastest-growing major airports over the past four-year period, based on percentage increase in passenger seat capacity. We are looking for team members who can work toward our Mission Statement to “Connect, Serve and Inspire” and our Vision Statement to “Transform how Silicon Valley Travels”. For more information about SJC, visit http://www.flysanjose.com.


Position and Duties 

The Airport is seeking to fill an Over strength Senior Manager of Commercial Development and Revenue Enhancement position.  This position is a temporary, benefited position, with a standard 40 hours per week with an end date of June 30, 2022. 


Reporting to the Deputy Finance Director and working closely with the Airport Director, the Senior Manager of Commercial Development and Revenue Enhancement is responsible for developing and implementing strategies to maximize revenue and reimagine the customer experience in accordance with the Norman Y. Mineta San Jose International Airport’s strategic plan.  The Senior Manager will lead strategic initiatives related to growing and sustaining all non-airline revenue sources, including concessions, parking, rental car activities, ground transportation, commercial real estate development, cargo, and FBOs.  The position is expected to focus on revenue enhancing efforts at least 80% of the time and in the remaining 20%, the position will provide leadership to a dedicated team of property managers governing all tenant relationships. The Senior Manager of Commercial Development and Revenue Enhancement will have responsibility for a total team of at least eight property managers.  The position will require significant interaction with other Divisions throughout the Airport and a high level of collaboration at all levels of the Airport is expected.



  • Collaborates      with airport senior management to drive the strategic planning of all      airport space, developing creative plans to drive either incremental      revenue or increases in existing revenue streams.
  • Effectively      manages the approved commercial development programs identified,      including management of external consultants and cross-functional teams,      and serving as the program manager, as needed.
  • Analyzes,      prepares summaries, and provides recommendations regarding new business      proposals, including the development of financial pro formas and return      on investment analyses.
  • Identifies      ways to increase revenue or profitability through various implementation      models including private and public partnerships.
  • Prepares      and/or collaborates with other Department staff for the development of      requests for proposal (RFPs), requests for qualifications (RFQs), and      other solicitation documents.
  • Establishes      lease rates consistent with the fair market value of the property and      facilities being leased.
  • Manages      and thoroughly understands complex agreements.
  • Fosters      a cooperative and positive relationship with airport business partners,      other internal departments and the community.
  • Presents      to senior airport management, City Council and community stakeholders, as      required.
  • Drives      the negotiation of leases and agreements with current and future tenants.
  • Directs      the development, drafting, implementation and monitoring of all      contracts.
  • Utilizes      technology and data analytics to maximize revenue and profitability for      the airport.
  • Collaborates      with staff in the development and use of programs and/or systems that      will enhance revenues, efficiencies and customer service of revenue      generating programs, including parking and ground transportation programs      such as rate setting, yield management, on-line booking and/or passenger      incentives.
  • Provide     leadership, guidance and coaching to a team of property managers,     inspiring a collaborative and results-driven culture.
  • Effective      management of both the concessions and non-concessions tenants
  • Driving      all elements of the property management function, including idea      generation, negotiation of terms and conditions, solicitation management,      contract execution and ongoing contract compliance.
  • Develops      plans and processes for tenant retention, expansions, lease renewal, and      re-leasing.
  • Establish     processes and procedures to effectively manage both the properties team     and accomplish the commercial development goals.

Desired Qualities:

The ideal candidate shall possess the following qualities:

  • A demonstrated track record of successfully implementing sustainable revenue     enhancing initiatives.
  • Implemented programs that reflect the innovative culture of the Silicon Valley.
  • Experience  with various implementation models and capital delivery structures is     desired.
  • Highly     analytical and can breakdown the technical aspects to an understandable     Executive Summary.
  • Collaboration     with all levels of staff in the Department.
  • Accredited     Airport Executive through AAAE or Certified Member (C.M.) designation is     preferred.




Minimum Qualifications:


Education and Experience:  Bachelor’s Degree in one of the following: airport/aviation management, business, economics, finance, public administration or related field.  A master’s degree is preferred.  A minimum of six years of progressively responsible experience directly related to this position, including three years of supervisory experience is required.


Employment Eligibility:  Federal law requires all employees to provide verification of their eligibility to work in this country. Please be informed that the City of San Jose will NOT sponsor, represent or sign any documents related to visa applications/transfers for H1-Bor any other type of visa which requires an employer application. Candidates are required to satisfactorily complete and pass a fingerprint based Criminal History Records Check prior to being considered for a position in this class at the Airport. This Airport position requires a background check and a Transportation Security Administration (TSA) check. The candidate must be fingerprinted and qualify under all applicable TSA and Airport regulations.


Additional Information


-Linkto Benefits page

-Linkto Department website: http://www.flysanjose.com/

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