Regional Director- Operating Participants
The Walt Disney Company, Florida, NY, United States
Regional Director - Operating Participants
Regional Director, Operating Participants – Account Management
Job Summary The Operating Participants & Real Estate team is responsible for the strategy, tenanting, and oversight of third‑party operators across Walt Disney World Resort and Disneyland Resort, including retailers, restaurants, hotels, and service providers. 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.
The Regional Director, Operating Participants – Account Management, reports to the Director, Operating Participants – Account Management and is based in Orlando, FL. This role is responsible for owning the performance, relationships, and outcomes of an assigned region. The Regional Director sets regional strategy and priorities, leads and develops their team, owns risk and escalation decisions, and drives operational performance. The Regional Director is expected to exercise sound judgment and serve as a trusted relationship owner with Operating Participants (third party tenants) and internal partners.
Responsibilities REGIONAL STRATEGY & OWNERSHIP
Set regional strategy, priorities, and operating discipline across all portfolios in‑region
Own regional financial performance, risk exposure, and escalation decisions
Balance financial results, guest experience, operational feasibility, and long‑term value creation
Identify regional trends, risks, and opportunities early and proactively plan or delegate actions
LEASE MANAGEMENT & DEAL STRATEGY
Partner with stakeholders to develop overall negotiation and deal term strategy for retail, restaurant, hotel and entertainment leases
Negotiate complex contracts with new or existing Operating Participants, as needed
Implement business unit goals, initiatives, scope of operations, and current issues
Ensure compliance with negotiated contracts with third‑party operators, including adherence to first‑class operating standards
Partner with Finance, Legal, Operations, Business Relations, Corporate Alliances and Walt Disney Imagineering to ensure alignment and quality across negotiations and execution
Support forecasting and budgeting of tenant revenues and new project expenses
Lead Operating Participant concept pitches for projects and track progress
Prepare mitigation and contingency plans for active projects
Proactively identify, assess, and communicate applicable risks to Disney stakeholders
ACCOUNT MANAGEMENT
Act as the primary relationship owner for assigned Operating Participants, balancing tenant advocacy with Disney’s contractual, operational, and brand standards
Influence outcomes through credibility, trust, and effective executive‑level communication
Assist with the development and implementation of global qualitative measures and processes
Provide guidance and support to Disney operational leadership and LOB/functional key stakeholders
TEAM LEADERSHIP
Oversee and maintain departmental operating guidelines, policies, and procedures
Model accountability, collaboration, and ownership within the team
Develop talent and bench strength through coaching, feedback, and development
Provide clear direction, prioritization, and decision‑making, particularly in ambiguous or high‑pressure situations
Basic Qualifications
7+ years progressive leadership experience in relevant businesses
3+ 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
Proven experience leading multi‑account or portfolio‑based businesses with material financial impact
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 matrixed environment with competing priorities – should have strong multi‑tasking abilities
Proven leadership experience and ability to motivate and inspire team 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
Education
Bachelor’s degree in business related field or equivalent
The hiring range for this position in Lake Buena Vista, Florida is $145,500.00-$177,700.00 per year. The base pay actually offered will take into account internal equity and may also 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.
Equal Employment Opportunity Statement Walt Disney Parks and Resorts U.S., Inc. is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, religion, color, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, age, marital status, military or veteran status, medical condition, genetic information or disability, or any other basis prohibited by federal, state or local law. Disney champions a business environment where ideas and decisions from all people help us grow, innovate, create the best stories and be relevant in a constantly evolving world.
Disability Accommodation for Employment Applications The Walt Disney Company and its Affiliated Companies are Equal Employment Opportunity employers and welcome all job seekers including individuals with disabilities and veterans with disabilities. If you have a disability and believe you need a reasonable accommodation in order to search for a job opening or apply for a position, visit the Disney candidate disability accommodations FAQs. We will only respond to those requests that are related to the accessibility of the online application system due to a disability.
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Job Summary The Operating Participants & Real Estate team is responsible for the strategy, tenanting, and oversight of third‑party operators across Walt Disney World Resort and Disneyland Resort, including retailers, restaurants, hotels, and service providers. 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.
The Regional Director, Operating Participants – Account Management, reports to the Director, Operating Participants – Account Management and is based in Orlando, FL. This role is responsible for owning the performance, relationships, and outcomes of an assigned region. The Regional Director sets regional strategy and priorities, leads and develops their team, owns risk and escalation decisions, and drives operational performance. The Regional Director is expected to exercise sound judgment and serve as a trusted relationship owner with Operating Participants (third party tenants) and internal partners.
Responsibilities REGIONAL STRATEGY & OWNERSHIP
Set regional strategy, priorities, and operating discipline across all portfolios in‑region
Own regional financial performance, risk exposure, and escalation decisions
Balance financial results, guest experience, operational feasibility, and long‑term value creation
Identify regional trends, risks, and opportunities early and proactively plan or delegate actions
LEASE MANAGEMENT & DEAL STRATEGY
Partner with stakeholders to develop overall negotiation and deal term strategy for retail, restaurant, hotel and entertainment leases
Negotiate complex contracts with new or existing Operating Participants, as needed
Implement business unit goals, initiatives, scope of operations, and current issues
Ensure compliance with negotiated contracts with third‑party operators, including adherence to first‑class operating standards
Partner with Finance, Legal, Operations, Business Relations, Corporate Alliances and Walt Disney Imagineering to ensure alignment and quality across negotiations and execution
Support forecasting and budgeting of tenant revenues and new project expenses
Lead Operating Participant concept pitches for projects and track progress
Prepare mitigation and contingency plans for active projects
Proactively identify, assess, and communicate applicable risks to Disney stakeholders
ACCOUNT MANAGEMENT
Act as the primary relationship owner for assigned Operating Participants, balancing tenant advocacy with Disney’s contractual, operational, and brand standards
Influence outcomes through credibility, trust, and effective executive‑level communication
Assist with the development and implementation of global qualitative measures and processes
Provide guidance and support to Disney operational leadership and LOB/functional key stakeholders
TEAM LEADERSHIP
Oversee and maintain departmental operating guidelines, policies, and procedures
Model accountability, collaboration, and ownership within the team
Develop talent and bench strength through coaching, feedback, and development
Provide clear direction, prioritization, and decision‑making, particularly in ambiguous or high‑pressure situations
Basic Qualifications
7+ years progressive leadership experience in relevant businesses
3+ 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
Proven experience leading multi‑account or portfolio‑based businesses with material financial impact
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 matrixed environment with competing priorities – should have strong multi‑tasking abilities
Proven leadership experience and ability to motivate and inspire team 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
Education
Bachelor’s degree in business related field or equivalent
The hiring range for this position in Lake Buena Vista, Florida is $145,500.00-$177,700.00 per year. The base pay actually offered will take into account internal equity and may also 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.
Equal Employment Opportunity Statement Walt Disney Parks and Resorts U.S., Inc. is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, religion, color, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, age, marital status, military or veteran status, medical condition, genetic information or disability, or any other basis prohibited by federal, state or local law. Disney champions a business environment where ideas and decisions from all people help us grow, innovate, create the best stories and be relevant in a constantly evolving world.
Disability Accommodation for Employment Applications The Walt Disney Company and its Affiliated Companies are Equal Employment Opportunity employers and welcome all job seekers including individuals with disabilities and veterans with disabilities. If you have a disability and believe you need a reasonable accommodation in order to search for a job opening or apply for a position, visit the Disney candidate disability accommodations FAQs. We will only respond to those requests that are related to the accessibility of the online application system due to a disability.
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