Director- Operating Participants Account Management

About the Role and Team:  

The Operating Participants team is composed of 20+ professionals located in Orlando at the Walt Disney World Resort (WDW) and Anaheim at the Disneyland Resort (DLR) and is responsible for the strategy, tenanting and oversight of third parties that operate on our resort property land as tenants, including retailers, restaurants, hotels and service providers.  It also identifies and executes strategic real estate transactions in and around WDW property.  Overall, the Operating Participants team manages over [100] accounts that deliver substantial operating income contribution to the sites.  In addition, the team coordinates with local operating participant teams at Disneyland Paris (DLP) and Shanghai Disney Resort (SHDR).  From a strategic perspective, the Operating Participants team endeavors to leverage third-party brand strength and operational expertise to expand the diversity of complementary offerings at our Resorts, driving length of stay, capturing broader guest demographics on property and generating incremental guest visits from local residents.

What You Will Do:

We are seeking an inspiring leader with experience developing deals and managing contractual relationships to lead the WDW team. Reporting to the Vice President of Operating Participants, this role is based in Orlando. 

LEASE MANAGEMENT: Partner with stakeholders to develop overall negotiation and deal term strategy for renewal of retail, restaurant, and entertainment leases as well as development of hotel leases. In addition, this role will be expected to negotiate side agreements; maximize tenant asset utilization; support forecasting and budgeting tenant revenues and new project expenses; and partner with numerous internal organizations (i.e. Legal, Operations, Line of Businesses, Walt Disney Imagineering, Consumer Insights, Finance, etc.). Lead Operating Participant concept pitch and design review meetings track progress, prepare mitigation and contingency plans and identify any applicable risks to Disney stakeholders
 
NEW BUSINESS DEVELOPMENT: As needed, negotiate large complex contracts with new or existing F&B, Retail, Entertainment and Hotel Operating Participants. Evaluate mix of tenants (retail, F&B, entertainment), advise and develop tenanting strategy, initiate new tenant outreach, develop deal terms, negotiate initial terms, and recommend go-forward approach to Disney senior leaders. Evaluate with Operations to define strategy for sites. Build and maintain strong external relationships and a broad network of industry contacts to identify opportunities, strengthen partnerships, and advance strategic priorities. Develop and lead initiatives informed by data analysis and insights to support decision-making, improve performance, and identify growth opportunities.
 
ACCOUNT MANAGEMENT: Ensure compliance with negotiated contracts with third party operators, partnering with key Disney teams such as Operations, Facilities, Walt Disney Imagineering, Legal, Finance, Corporate Alliances, etc.  Ensure adherence to First Class standards; act as owner’s representative on new projects; assist with development and implementation of global qualitative measures and processes. Understand business unit goals, initiatives, scope of operations and current issues.
 
GUEST/CLIENT SATISFACTION: Nurture business relationships across WDW, and with segment partners, and TWDC partners; develop, drive and manage both Retail, Dining & Entertainment and non Retail, Dining & Entertainment Operating Participants; provide guidance and support to Disney operational leadership and LOB/functional key stakeholders.
 
CAST EXCELLENCE/DEPARTMENT: Oversee and maintain the development of departmental operating guidelines, policies and procedures; build alliances with key stakeholders at all levels of the organization to articulate an understanding of the Operating Participant business; coach and develop team members, creating an environment that supports collaboration, growth, and strong cross-functional relationships.

Basic Qualifications:

• 10+ years progressive leadership experience in relevant businesses
• 5+ years contracting, negotiating and business development experience
• Strong track record in fact-based negotiations or equivalent contract experience
• Proven ability to establish relationships, trust and credibility internally and externally
• Ability to analyze deal terms to create a financial model of the agreement and understand practical implications of executing each of the terms: develop formal negotiation plans with talking points for each negotiation session; work interactively with legal resources and business unit stakeholders throughout the negotiation process and document final agreement with a package of a signed contact, financial model and preliminary execution plan to communicate with business unit stakeholders
• Proven leadership experience and ability to motivate and inspire Cast Members
• Demonstrated ability to build strong internal and external networks, coach and develop teams, and foster trusted relationships that drive collaboration and results
• Demonstrated ability to leverage data analysis and insights to develop and lead initiatives that improve performance and inform strategic decisions
• Strong communication, facilitation and conflict management skills and strong business acumen
• Unquestioned ethics, transparency and integrity

Preferred Qualifications

• Direct experience in the commercial real estate industry working on significant retail or restaurant projects

Education:

• Bachelor’s degree in Business, Marketing, Communications or related field
• MBA strongly preferred

The hiring range for this position in Lake Buena Vista, FL is $176,000.00 to $215,000.00 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.