Dir-OP Account Management-DLR

Director, OP Account Management – Disneyland Resort

The Operating Participants & Real Estate 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. 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.

We are seeking an inspiring leader with experience developing deals and managing contractual relationships to lead the DLR team. Reporting to the Vice President of Operating Participants & Real Estate, this role is based in Anaheim. Significant responsibilities include:
 
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 and understanding 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 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 Disneyland senior leaders. Evaluate with Operations to determine tenant or Disney operator for specific locations.
 
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 Disney 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 DLR, and with segment partners, and TWDC partners; develop, drive and manage non-RD&E 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.

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
• 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

Required Education

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

Preferred Education

• MBA strongly preferred

The hiring range for this position in Anaheim, CA. $161,000.00 to $202,200.00 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.