About the Role
Travel is in many ways the heart and soul of Uber. Trips to and from the airport account for a material amount of trips and gross bookings, and the overall percentage of ground transportation at airports fulfilled by Uber remains relatively small. Airport trips are many riders' first use case, and these trips have higher average fares and a higher mix towards more profitable products.
As Uber continues to deepen its partnerships and product offerings across airports in US & Canada, the Business Development (BD) team is seeking a dynamic, experienced and hands-on leader to make Uber an even more indispensable part of the airport transportation ecosystem. This role will be heavily focused on partnerships where Uber customers experience our products in real life at airports across North America.
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As a member of the US & Canada Airports Business Development team, you will be responsible for all aspects of airport partnership strategy, including negotiating airport agreements. The ideal candidate is someone who is committed to solving problems for our customers and has a demonstrated track record of successfully negotiating high-stakes, high impact deals. At the same time, the Business Development Manager is highly invested in building long-term and mutually beneficial partnerships and relationships with airports.
This is a highly cross-functional role, as you will collaborate across internal teams including operations, product, finance, legal, policy, communications and marketing.
This is an individual contributor role as a member of a high performing team. You will own your portfolio of airport partnerships end-to-end.
What You'll Do:
- Own a regional portfolio of airports and lead the airport deal process from relationship building to negotiation to post-contract optimization, ensuring terms that enable Uber to deliver world-class experiences for riders and earners, and are supportive of growing Uber's business.
- Develop and execute mitigation efforts against operational threats across a regional portfolio that includes some of the busiest airports in North America.
- Cultivate relationships and influence with external stakeholders, including airport executives and other industry leaders.
- Participate in the development of B2B communication strategy, including high-quality business reviews and presentations for industry events/conferences
- Accelerate consumer and earner strategy in concert with product, finance, legal, policy, communications, marketing, operations, and strategy & planning.
- Engage cross-functional teams and ensure alignment across teams on deal terms.
- Collaborate closely with Uber's product, policy and operations teams to set the industry vision, partnership strategy and advise on cross-functional processes to support ongoing airports management.
- Create scalable internal programs to source, track, maintain and develop airport relationships.
- Envision new ways that strategic partnerships can positively impact core business objectives by applying creativity and business acumen.
- Drive post-contract accountability by managing your partner deals through a process that ensures cross-functional alignment and execution. Interface and serve as a point of contact for external counterparts and beyond up to senior-level executives, alongside seasoned BD professionals for complex deals and relationships.
- You will be measured by your ability to (1) drive revenue and rider growth (2) partner closely and collaboratively with airports to protect and unlock seamless and magical experiences for our consumers, (3) influence product roadmap for new revenue streams.
Basic Qualifications
- 5+ years of experience in business development, which may include management consulting, public-private partnerships, government affairs, or commercial development.
- Previous experience in the airports or aviation industry
- Bachelor's Degree required.
- Experience with establishing, maintaining, and leveraging senior-level relationships at partner companies.
- Proven track record of building and executing commercial deals and complex partnerships.
Preferred Qualifications
- Deep industry expertise in the airports and/or aviation industry and passion for this space.
- Experience bringing and scaling new and emerging products/business lines to market. Ability to build innovative product experiences and go-to-market models
- Expertise partnering and negotiating with public sector organizations
- Experience working with gig-economy companies
- Strong executive contacts at US and Canada airports
- Analytical mindset and track record of using data to inform strategy
- Ability to challenge and influence various partners across organizations
- Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity.
- Exceptional verbal and written communication, interpersonal skills and executive presence across a broad mix of internal and external stakeholders
- Ability to work cross-functionally and at all levels of the organization. You can work effectively with anyone from a senior executive to an in-the-field ops manager. You can lead priorities and succeed in a highly matrixed organization.
- Strong product instincts and ability to identify opportunities for Uber to leverage partners' existing and in-development products, as well as the ability to collaborate with Uber's Product, Operations, and Engineering organization to build world-class features for our riders and partners.
- Passion for Uber's mission and ability to thrive under pressure in an unstructured, fast-paced environment.
For New York, NY-based roles: The base salary range for this role is USD$167,000 per year - USD$185,500 per year.
For San Francisco, CA-based roles: The base salary range for this role is USD$167,000 per year - USD$185,500 per year.
For Washington, DC-based roles: The base salary range for this role is USD$167,000 per year - USD$185,500 per year.
For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. You will also be eligible for various benefits. More details can be found at the following link https://www.uber.com/careers/benefits.
Uber is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.
Offices continue to be central to collaboration and Uber's cultural identity. Unless formally approved to work fully remotely, Uber expects employees to spend at least half of their work time in their assigned office. For certain roles, such as those based at green-light hubs, employees are expected to be in-office for 100% of their time. Please speak with your recruiter to better understand in-office expectations for this role.