Regional Director - Operating Participants

Regional Director, Operating Participants – Account Management

Job Overview

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 as tenants, including retailers, restaurants, hotels and service providers. Overall, the Operating Participants team manages over 200 accounts that deliver operating income to the sites.  From a strategic perspective, the Operating Participants team leverages third-party brand strength and operational expertise to expand the assortment 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 Regional Director, Operating Participants – Account Management with experience developing deals and managing contractual relationships to support the DLR team. Reporting to the Director, Operating Participants – Account Management, this role is based in Anaheim.
 

Responsibilities

LEASE MANAGEMENT: Partner with stakeholders to develop overall negotiation and deal term strategy for retail, restaurant, hotel, carts, and entertainment leases. In addition, this role will be expected to negotiate side agreements; 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, Corporate Alliances, Finance, etc.) to drive projects from concept to completion. Lead Operating Participant concept pitches for projects, track progress, prepare mitigation and contingency plans and identify any applicable risks and solutions to Disney stakeholders.
 
NEW BUSINESS DEVELOPMENT: Stay abreast of industry and market trends, DLR demographics and guest research, and help inform tenanting strategy. As needed, negotiate complex contracts with new or existing Operating Participants.
 
ACCOUNT MANAGEMENT: Ensure compliance with negotiated contracts with third party operators, partnering with key Disney teams..  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 and manage 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

• 5+ years progressive leadership experience in relevant businesses
• 5+ years contracting, negotiating and business development experience
• Experience in the commercial real estate industry working on retail or restaurant projects
• Strong negotiation skills, specifically negotiation of lease agreement deal terms for new leases or renewal of existing lease agreements 
• 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 capability to manage and drive strategy, problem solving, and the development of practical business solutions 
• Proven self-starter; motivated
• Proven ability to communicate in a highly organized, persuasive, confident and credible manner when dealing with executive level partners (internally and externally)
• Demonstrated success as an effective leader/partner/collaborator
• Demonstrated skills in developing and maintaining effective business relationships
• Demonstrated skills/experience with successful Project Management
• Ability to work in a flexible environment with competing priorities – should have strong multi-tasking abilities
• Proven leadership experience and ability to motivate and inspire cast members
• Skilled verbal and written communication skills with proven ability to facilitate challenging discussions in a professional manner
• Solid financial acumen; ability to manage/forecast business trends; understanding of financial statements (P&L, Cash Flow)
• Unquestioned ethics, transparency and integrity

Preferred Qualifications

Experience working on retail or restaurant projects

Required Education

Bachelor’s degree in business related field or equivalent 

Preferred Education

Master’s Degree in business related field or equivalent

The hiring range for this position in Anaheim, California is $139,200 to $186,600 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.