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Director, Ancillary Income

Director, Ancillary Income

Posted Date 
Job ID 
Position Type 
Full Time
FLSA Status 
E - Exempt
Location Name 
San Mateo Corp Office
US-CA-San Mateo
Ancillary Income & Procurement
System ID 

More information about this job


The Director of Ancillary Revenue will manage and expand Essex’s sources of non-rent revenues by; (1) developing new and existing sources of non-rent revenue, and (2) enhancing the company’s approach to the RUBS Program (utilities reimbursements). These responsibilities will impact over 100,000 customers across Essex communities and may include parking, storage, telecommunications, laundry, cable and other external partnerships that both enhance the Essex community experience for their tenant customers while growing profitable revenue for the company. We seek an entrepreneurial executive that has previously built significantly successful and profitable businesses either internally within a large organization or has done so with an earlier stage company. They may have experience in one of many multi-unit business sectors but could also come from retail, hospitality, consumer packaged goods, the service industry or another fast moving and high growth business sector. The final candidate will initially lead a small team (hopefully growing it materially as success requires), be a leader in the company’s innovation efforts, develop revenue streams, work closely with Property Operations and will be preferably based in San Mateo with flexibility to the company’s Los Angeles location.


Key responsibilities include:


  • Building the operational infrastructure and team to initially increase department revenue from current +$50 million to +$100 million in the coming period.
  • Innovating and improving how revenue is generated today through the RUBS Program.
  • Developing a Product Management approach to ancillary revenue by reviewing all aspects of services that exist now and can be provided in the future to the company’s residential communities.
  • Testing one or more of the big existing product categories (parking, storage, etc.) and understanding other revenue opportunities within the first 90 days.
  • Implementing better reporting and standard operating procedures to grow the department.
  • Ensuring all of the regulatory issues of the RUBS Program are being met or exceeded.
  • Implementing a change management program with his or her team and getting everyone at Essex to think more broadly about new revenue opportunities.
  • Partnering with outside vendors and internal cross-functional stakeholders including Operations, Finance, Marketing, Revenue Management and other departments to achieve business goals.
  • Developing periodic and ad-hoc presentations on the business to senior management and other internal and external company stakeholders.
  • Understanding the company’s defined competitive market and what may be learned from them in their own ancillary revenue projects to achieve internal business goals.
  • Developing a Strategic Vision and Three Year Plan for the department.




  • Bachelor’s degree in liberal arts, engineering or a related field.  An MBA is preferred but not required.
  • Must have lots of energy and a passion to build a profitable and sustainable business.
  • Pragmatic, analytical and an evangelist about the assignment.
  • Must have entrepreneurial drive, will have built a successful, multimillion dollar business in past be smart, savvy, and scrappy.
  • Business development skills are second nature as well as being creative and innovative in developing new brands or services.
  • Also, experience in developing guidelines, processes, and procedures for a department currently under development are critical.

Job Requirements

A valid driver’s license and current automobile insurance is required.


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