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Deputy Airport Director, Business Development

Company: County of Orange
Location: Costa Mesa
Posted on: September 18, 2022

Job Description:


Deputy Airport Director, Business Development - Aviation Concessions

(Administrative Manager III)

This recruitment is open to the public. The eligible list established through this recruitment will be used to fill a current vacancy within John Wayne Airport and may be used to fill any future vacancies in other agencies throughout the County of Orange. This recruitment may also be used to fill positions in similar and or lower classifications.

Qualified applicants are encouraged to apply immediately as the recruitment will close on Monday, September 5, 2022 at 11:59 pm p.s.t.

Salary may be negotiable within the range listed above, based on position requirements and successful candidate's qualifications, subject to appropriate authorization.


John Wayne Airport (JWA), owned and operated by the County of Orange California, is a medium-hub, commercial service airport. JWA has an annual budget of approximately $200M and a staff of approximately 100. JWA is one of the top 50 busiest commercial airports in the country in terms of both passenger enplanements and total operations and the 9th busiest General Aviation airport.

JWA operates as an enterprise fund self-supported through revenues it generates and receives no monies from the County General Fund. These revenues are utilized to operate the Airport, provide for the repayment of revenue bonds, fund facility capital improvements, and maintenance projects, and support aviation planning. It is a modern, 20 gate, medium hub commercial and general aviation airport located in a vibrant and economically viable area of Southern California. JWA is home to seven (7) commercial airlines, two (2) commuter operators, two (2) all-cargo carriers, two (2) full service FBOs and over 440 general aviation aircraft.

To learn more about John Wayne Airport, click here.
To learn more about the County of Orange, click here.


The Business Development Division is responsible for developing, implementing and monitoring all commercial real property contracts involving John Wayne Airport (JWA) as well as purchasing all necessary equipment and services to keep JWA running efficiently. The division is comprised of two units: Airlines and General Aviation and Business Development.


The County of Orange, John Wayne Airport, has a challenging opportunity for a visionary, entrepreneurial, results-oriented senior level professional to join our executive team.

The Deputy Airport Director of Business Development will exercise managerial responsibility in the oversight of the commercial program at JWA including concession analysis, planning, and leasing to enhance commercial revenue for the airport. This program includes all airlines, food service, retail, rental cars, parking, ground transportation, general aviation leasing and commercial advertising at JWA. In addition to traditional airport concessions, innovative sources of revenue should be considered.


The ideal candidate will have at least five (5) years of training, knowledge, or experience in revenue generation, monetizing assets and commercial property management.

Additionally, the ideal candidate will demonstrate experience in the following:

  • Excellent communication skills and the ability to work with a variety of audiences.
  • Hands on problem solving skills, creativity, innovation, and proven negotiation skills.
  • Operational knowledge of the Airport Concession Disadvantages Business Enterprise Program.
  • Experience and ability advising and applying expert knowledge of public administration, real estate management, asset development, concession planning and business/enterprise development, procurement, and risk management
  • Experience in team building
  • Involvement in providing an exceptional guest experience.
    One year of experience as an Administrative Manager II with the County of Orange OR Five years of experience directly related to the competencies and attributes noted below. A bachelor's degree in a related area of study may substitute for two years of the required experience.

    Although not required, a professional education/certification such as Senior Right of Way Agent (SR/WA) or American Association of Airport Executives (AAAE) designation is highly desired.

    In addition, the successful candidate will have knowledge, skills, and abilities which will demonstrate the following competencies:

    • Evaluate contract effectiveness; identify problematic areas; recommend and implement solutions; monitor contract compliance.
    • Develop successful approaches to solicit for and evaluate technical and financial proposals from interested airport tenants and draft the competitive solicitation documents.
    • Thorough knowledge and understanding of FAA regulations.
    • Read, understand, and apply complex and technical material including contracts, leases, cash-flow projections, title reports, deeds, and insurance requirements.
    • Monitor marketing trends in the industry to develop effective strategies and tools to remain competitive and develop creative economic development opportunities.
    • Advise and apply expert knowledge of the principles, practices, methods and techniques of public administration, real estate management, asset development, concession planning and business/enterprise development, procurement strategies, and risk management.
    • Monitor all tenants, contractors, and service provider's insurance compliance.
    • Ability to learn and adhere to departmental policies and procedures.

      • Direct and coordinate various personnel functions including, but not limited to performance appraisals, scheduling, and training of assigned staff.
      • Effectively monitor assigned staff workload.
      • Exercise sound managerial judgment with initiative and originality in the generation of new and revised solutions to complex real estate and asset development issues.
      • Build effective business relationships with tenants, real estate developers, consultants, and vendors.
      • Build and lead a team of high performance, forward focused, results and customer-oriented professionals.
      • Align team and individual goals to meet organization's objectives.
      • Empower staff and inspire creative approaches to doing business "smarter and faster".
        • Evaluate effect of current and pending federal, state and local legislation, regulation, directives and policies as they relate to JWA real property, tenant and contractor insurance compliance, and purchasing functions.
        • Develop marketing plans to maximize business development potential.
        • Assess the Division's organizational structure to ensure efficient and effective operation, and to develop and implement successful, proactive workforce plans.
        • Collaborate with colleagues to align team/business unit with corporate strategies and objectives.
        • Conduct concession planning, research and evaluation; develop strategies and apply creative techniques to successfully acquire and retain Airport concessionaires.
          • Ability to work effectively and interact with various organizational levels within the County, agency departments, and external vendors.
          • Report ideas and complex material clearly, concisely and logically both verbally and in writing.
          • Represent the airport effectively and communicate articulately on variety of issues that may be confidential or sensitive in nature.
          • Present technical information and concepts clearly, convincingly and effectively, both orally and in writing, to diverse groups including the media.
          • Maintain cooperative relationships and deal tactfully and effectively with elected and appointed officials at the local, State and Federal levels including business executives, regulatory agencies, community groups, employees and the general public.
          • Communicate effectively to resolve issues and develop collaboration on all internal organizational levels and with a wide range of external constituents including business, community and airport customers.
          • Assess the Airport's operations through the eyes of the traveling public, local community, and airport tenants to anticipate and meet their needs.

            To learn about the minimum qualifications of the Administrative Manager III classification, click here.


            The successful candidate must possess, obtain and maintain the following licenses:
            • Valid California Driver's License, Class C or higher, by date of appointment
            • Valid Airport Access Badge with an Airport Driving Endorsement within ten (10) days of employment

              The successful candidate must clear a background check which includes a Criminal History Records Check (CHRC), Transportation Security Administration (TSA), and Security Threat Assessment (STA).


              In addition to the standard requirements and conditions listed for all positions, some assignments may require the additional physical and mental capabilities and/or the ability to work in the more diverse environmental conditions listed for some positions.

              Physical and Mental Requirements

              Possess vision sufficient to read standard text and a computer monitor and to drive a vehicle; speak and hear well enough to communicate clearly and understandably in person to individuals and groups and over the telephone; possess body mobility to stand, sit, walk, stoop and bend routinely to perform daily tasks and to access a standard office environment; possess manual dexterity sufficient to use hands, arms and shoulders repetitively to operate a keyboard, utilize office equipment and to write and drive; use a County approved means of transportation.

              Environmental and Working Conditions

              Possess the ability to independently reason logically to analyze data, reach conclusions and make recommendations; possess the ability to remain calm and appropriately focused in rapidly changing and difficult situations involving conflict, complex issues, controversy and diverse stakeholder groups and interests; possess the ability to deal calmly and effectively with emotional interactions.

              Function effectively in a standard office environment.


              Human Resource Services screens all application materials for minimum and desirable qualifications. After screening, candidates who meet the minimum and desirable qualifications will be referred to the next step in the recruitment process. All candidates will be notified via email of their status in the process.

              Veterans Employment Preference: The County is committed to providing a mechanism to give preferential consideration in the employment process to veterans and their eligible spouses and will provide eligible participants the opportunity to receive interviews in the selection process for employment and paid internship openings. Please click here to review the policy.

              Application Screening - (Refer/Non-Refer): Applications and supplemental responses will be screened for qualifications that are highly desirable and most needed to successfully perform the duties of this job. Only those candidates that meet the qualifications as listed in the job bulletin will be referred to the next step.

              Structured Oral Interview (Oral Exam) - (Weighted 100%): Candidates will be interviewed and rated by job knowledge experts. Each candidate's rating will be based on responses to a series of structured questions designed to elicit the candidate's qualifications for the job. Only the most successful candidates will be placed on the eligible list.

              Eligible List - Score Groups: Once all assessments have been completed, HRS will establish an eligible list of candidates. Candidates placed on the eligible list may be referred to a selection interview to be considered for present and future vacancies.

              Completion of a background investigation to the satisfaction of the County may be required for some assignments.

              Based on the Department's needs, the selection procedures listed above may be modified. Candidates will be notified of any changes in the selection procedures.



              Please see below for important information regarding COVID 19 related requirements.
              The COVID-19 pandemic continues to evolve, and laws, regulations, and policies regarding COVID-19 are subject to change. The County of Orange is required to comply with all applicable State or County Public Health Orders, some of which require vaccination or testing as follows:
              • Workers, who provide services in certain Medical or High-Risk Settings, will be required to provide proof of full vaccination from COVID-19 or to wear a mask and undergo weekly COVID-19 testing.
              • Workers, who provide services in certain Health Care Facilities or in a correctional facility or detention center where health care is provided, will be required to provide proof that they are fully vaccinated and boosted. (Workers may be exempt from this requirement based on religious beliefs or a qualifying medical reason; however, if exempted, they will be required to wear a mask and undergo weekly COVID-19 testing.) The position for which you are applying may be required to adhere to any applicable State or County Public Health Orders. You will receive notification of any requirement as it applies to a position.

                EMAIL NOTIFICATION:

                Email is the primary form of notification during the recruitment process. Please ensure your correct email address is included in our application and use only one email account.

                NOTE: User accounts are established for one person only and should not be shared with another person. Multiple applications with multiple users may jeopardize your status in the recruitment process for any positions for which you apply.

                Candidates will be notified regarding their status as the recruitment proceeds via email through the site. Please check your email folders, including spam/junk folders, and/or accept emails ending with "" and "" If your email address should change, please update your profile at .


                Click here for additional Frequently Asked Questions.

                For specific information pertaining to this recruitment, please contact Carmen Golding-Martinez at (949) 252-5177 or at

                EEO INFORMATION

                Orange County, as an equal employment opportunity employer,
                encourages applicants from diverse backgrounds to apply.

Keywords: County of Orange, Costa Mesa , Deputy Airport Director, Business Development, Executive , Costa Mesa, California

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