Our client is portfolio company focused on high-performing retail and office properties with vibrant spaces where people actively choose to work, shop, and gather. With expertise in transactions, development, leasing, and management, the company oversees over 33 million square feet of retail and office properties across the U.S.

POSITION SUMMARY:  The Director, Ancillary Income, will be instrumental in the development and execution of a new portfolio-wide Ancillary Income strategy. The role will help design, build, and scale non-traditional revenue streams – including pop-up retail, seasonal activations, parking and common-area monetization, rooftop solar, EV charging, and sponsorship programs – across a growing nationwide retail and office platform. The Director, Ancillary Income will partner cross-functionally with Leasing, Asset Management, Portfolio Operations, Portfolio Management, Marketing and Sustainability and Social Impact to set new standards and embed ancillary income as a core driver of property-level revenue.

RESPONSIBILITIES:

• Partner with SVP, Sustainability, Social Impact and Ancillary Income to develop and execute a comprehensive Ancillary Income strategy across all company assets, establishing revenue targets, execution timelines, and KPIs.
• Structure and negotiate new or renewal license agreements and vendor partnerships to maximize both recurring and short-term ancillary revenue across the portfolio.
• Draft, negotiate and manage ancillary revenue agreements – including licenses, sponsorship, and activation agreements – ensuring legal and risk compliance; demonstrate a strong understanding of legal considerations associated with the agreements.
• Prepare annual revenue budgets and mid-year reforecasts in connection with business plans, as well as regular performance monitoring linked to revenue.
• Cultivate and deepen tenant and vendor relationships across the portfolio to uncover untapped opportunities.
• Prospect and qualify new ancillary tenants and partners through outbound prospecting, market canvassing, industry events, and inbound lead conversion.
• Monitor market trends in specialty retail, experiential activations, alternative energy, and emerging monetization models; surveil tenant sales performance, expansion plans, and prototypes for retailers.
• Drive cross-functional alignment with Leasing, Asset Management, Portfolio Operations, Portfolio Management, Marketing and Sustainability and Social Impact to integrate ancillary income initiatives into broader property programming and partnerships.
• Optimize deal workflows and pipeline management, establishing scalable processes and reporting standards.
• Build and present business cases for new ancillary revenue concepts to senior leadership including financial projections, market analyses, and implementation roadmaps.
• Track and report on ancillary revenue performance metrics, providing regular dashboards and insights to the SVP, Ancillary Income and executive leadership.

QUALIFICATIONS AND TECHNICAL COMPETENCIES:

• Bachelor’s Degree required.
• 5+ years’ experience in a revenue generation function, including but not limited to, specialty leasing.
• Demonstrated expertise in revenue optimization and financial analysis.
• Excellent communication skills in written and oral presentation including executive-level presentation ability.
• Proven track record negotiating commercial deals with working knowledge of contract law and risk considerations.
• A thorough understanding of merchant priorities, including merchandising and presentation.
• An appreciation for relationship management and collaboration with a range of company functions and external partners.
• Ability to multi-task and prioritize, while paying strong attention to details and remain organized.
• Entrepreneurial mindset with demonstrated ability to build new programs or business lines from the ground up.
• Proficient in Microsoft Excel, Word, Power Point and Outlook; Salesforce and/or VTS experience a plus.
• Flexibility to work extended hours particularly during peak periods and deal closings.
• Travel will be 5-9 trips a year to California, Pacific NW, Texas and the Southeast.

About Poline Search Partners

Poline Search Partners is an international executive search firm specializing in the shopping center industry. We serve property owners, developers, retailers and service providers who are seeking remarkable talent and work to align them with candidates who are eager for new growth opportunities. Since 1979, our team has been connecting companies and candidates with a commitment to integrity and client satisfaction—making us the industry’s most trusted leader in recruitment.

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