Director & Vice President - Business Development (Hotel Management Agreements)

ARK People Solutions; Dubai; On-site; AED 200,000 - 300,000; Full time

Job summary

A premier hotel management recruitment firm is looking for a Director / Vice President for Business Development in Dubai. This high-impact role focuses on expanding the company's portfolio through Hotel Management Agreements across the GCC, Middle East, and Africa. Candidates should have at least 5 years of relevant experience and strong negotiation skills. The position offers competitive remuneration and direct involvement in shaping regional strategies, with extensive travel expected.

Benefits

Competitive remuneration package

Performance-linked incentives

Exposure to diversified portfolio

Qualifications

• Minimum 5 years of experience in hotel business development or hospitality investments.
• Proven track record in securing Hotel Management Agreements.
• Strong understanding of hospitality operating models.

Responsibilities

• Identify and secure new hotel management opportunities.
• Build and manage a pipeline of Hotel Management Agreements.
• Establish strong relationships with hotel owners and investors.

Skills

Negotiation skills

Stakeholder management

Commercial acumen

Presentation skills

Analytical thinking

Job description

Director / Vice President – Business Development (Hotel Management Agreements)

Region: GCC, Middle East & Africa
Location: Dubai
Reporting To: Chief Executive Officer

Role Purpose

The Director / Vice President – Business Development is responsible for driving portfolio expansion through the origination and execution of Hotel Management Agreements (HMAs) and related commercial structures across the GCC, Middle East, and Africa.

This role focuses on identifying and converting development opportunities by building trusted relationships with hotel owners, investors, developers, family offices, and government-linked entities. The position plays a critical commercial and strategic role in supporting regional growth across multiple operating models, including:

• Third-Party Hotel Management
• White Label / Soft Brand Management
• Franchise Structures
• Operator-Led Models

Key Responsibilities

Business Development & Growth

• Identify, source, and secure new hotel management opportunities across the GCC, Middle East, and Africa.
• Build and actively manage a robust pipeline of Hotel Management Agreements (HMAs).
• Drive expansion across new-build developments, conversions, repositioning projects, and mixed-use assets.
• Represent the company in commercial discussions and negotiations leading to LOIs, HMAs, franchise, or white-label agreements.

Owner & Investor Relations

• Establish and maintain strong relationships with hotel owners, investors, developers, family offices, and asset managers.
• Act as the primary commercial point of contact throughout the full deal lifecycle.
• Understand owner and investor objectives and align them with suitable brands, operating models, and value propositions.
• Deliver high-level presentations covering brand positioning, operating capabilities, and projected financial performance.

Deal Structuring & Negotiation

• Lead and support negotiations on management fees, incentive structures, term sheets, and key contractual conditions.
• Work closely with Legal, Finance, Technical Services, and Operations to structure commercially viable agreements.
• Coordinate feasibility discussions, preliminary financial modeling, and brand-fit assessments.

Market Intelligence & Strategy

• Monitor market trends, investment flows, and competitive activity across assigned regions.
• Identify emerging destinations and development corridors aligned with portfolio growth strategy.
• Provide regular market intelligence, insights, and recommendations to senior leadership.

Internal Coordination

• Collaborate closely with Operations, Finance, Technical Services, HR, Marketing, and Brand teams.
• Ensure seamless handover of signed projects into pre-opening and operational phases.
• Contribute to long-term brand growth strategies and portfolio planning initiatives.

Core Requirements & Profile

Experience & Background

• Minimum 5 years of experience in hotel business development, asset management, or hospitality investments.
• Proven and verifiable track record in securing Hotel Management Agreements and/or franchise deals.
• Strong understanding of hospitality operating models, including third-party management, franchise, and white-label structures.
• Demonstrated experience working with hotel owners and developers across the GCC, Middle East, and/or Africa.
• Candidates without prior hotel business development, asset management, or hospitality investment experience will not be considered.

Regional & Cultural Requirements

• Arabic speaker preferred
• Must be eligible to travel to KSA (including Makkah and Madinah) and across GCC countries
• Strong cultural awareness and ability to operate effectively within Middle Eastern business environments

Commercial & Personal Skills

• Excellent negotiation, presentation, and stakeholder management capabilities
• Strong commercial acumen with a solid understanding of hotel financials and performance metrics
• Strategic, analytical thinker with a hands-on, deal-driven approach
• Self-motivated, entrepreneurial, and results-oriented
• Willingness to travel extensively across the region

What the Role Offers

• A senior, high-impact role within a growing hotel management platform
• Direct involvement in shaping regional expansion strategy
• Exposure to a diversified portfolio across multiple market segments
• Regular engagement with senior leadership, owners, and investors
• Competitive remuneration package with performance-linked incentives

Only candidates meeting the stated experience and regional eligibility requirements will be considered.