Development Director, Essentials & Suites - Texas

IHG Hotels & Resorts; Atlanta (GA); Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Development Incentive Plan

Job summary

IHG Hotels & Resorts seeks an experienced franchise sales and business development professional to drive regional growth, prospect and close franchise deals, and manage the end-to-end deal lifecycle. You will work with owners, developers and financial partners to structure opportunities, coordinate licensing, and align strategies with brand objectives.

The role emphasizes relationship building, market analysis and effective negotiation within a remote-based framework across a defined U.S.

Qualifications

• Demonstrated project management experience in organizing, planning and executing large-scale financial and sales projects.
• Strong verbal and written communication with clients, vendors, senior management and staff.
• Demonstrated business/financial negotiation and influencing/consensus building skills.
• Demonstrated understanding of financial structures and deal valuation concepts.
• Knowledge of sales and marketing strategies such as client prospecting and brand positioning.
• Experience in franchise contract negotiation from prospecting investors to closing the deal.

Responsibilities

• Execute regional development plans to maximize brand distribution, drive earnings and shareholder value.
• Prospect, negotiate and close franchise sales deals in assigned territories; research opportunities.
• Provide leads for joint ventures and management contracts; research territory and qualified prospects.
• Coordinate licensing processes to ensure proper franchised hotel agreements.
• Develop short and long-term franchise acquisition strategies aligned with brand growth.
• Engage investment groups and financial institutions to build a deal network.
• Manage deals through closing and hand-off to Asset Management/Owner Relations.

Skills

Business development

Negotiation

Relationship management

Market knowledge

Project management

Strategic planning

Job description

This role will execute franchise sales and business development strategies for assigned territory to achieve sales and development quotas. Expand and maintain the distribution of assigned brand portfolio. Lead key stakeholders in the deal process to prospect, qualify, structure, negotiate and close franchise deals. Demonstrate behavioral proficiencies as defined in the Developers Competency and Skill Matrix to include Business Development Expertise, Organizing, Market Knowledge, Technical Skills and Managing Relationships.

Your day to day

• Effectively execute a regional development plan for assigned brands that promotes the maximization of each brand’s distribution within the territory, drives earnings and fee income, and promotes the growth of shareholder value. Attain annual territory growth quotas as developed by management. Utilize proven strategies to aggressively improve results that fall below plan.
• Prospect, negotiate, and/or close specialized franchise sales deals in assigned geographical territories and target markets. Utilize knowledge of all major owners, developers and decision makers in assigned territory. Continuously research developments in related industries (e.g. office, retail, etc) to recognize emerging markets and opportunities.
• Provide leads for potential joint ventures and management contracts. Use a wide variety of resources to research territory and identify qualified prospects.
• Coordinate application/licensing process with Franchise Administration to ensure proper licensing agreements on franchised hotels. Monitor financial and administrative parameters surrounding franchise agreements as necessary.
• Within assigned territory, assist in developing short and long-term franchise acquisition and disposition strategies/identifying targets that are consistent with brand growth, profitability and strategic objectives. Prepare and maintain annual business plans that align with development activities and timetables.
• Call on investment groups, financial institutions, insurance companies, asset managers, individual investors, etc. to develop a network of contacts, build customer relationships that yield deal leads, and keep abreast of hotel development opportunities in the assigned marketplace.
• Participate in the evaluation of financial opportunities of prospective applicants to determine viability of prospect. Use the P&Ls of hotels in the market, average costs of development, etc. to determine the strength of the market to support deals. Research and utilize interest rates, financing options, operating costs, and other data required to pencil out and drive deals.
• Manage deals through closing to ensure coordination of all financial and legal documentation and the resolution of issues as they pertain to contractual agreements prior to hotel opening; and follow the completion and implementation of deal and hand-off to VP of Asset Management/Owner Relations and/or Operations as appropriate.

What We Need From You

• Demonstrated project management experience in organizing, planning and executing large-scale financial and sales projects from conception through implementation.
• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Gets clients involved and engaged by asking questions, consistently relating to client’s goals, and building the value of the opportunity.
• Demonstrated business/financial negotiation and influencing/consensus building skills
• Demonstrated ability to understand financial structures and deal valuation concepts
• Demonstrated knowledge and understanding of effective sales and marketing strategies such as client prospecting and cultivation, new product evaluation, brand positioning and strategic fit
• Demonstrated experience in franchise contract negotiation from prospecting investors to closing the deal.
• Demonstrated knowledge of the hotel operations market, competitive market trends and factors, and financial feasibility analysis.

Travel - 40-60% required

Location - This role can be based in any major metropolitan city in Texas as a remote based role.

Development Incentive Plan

Commissions are paid monthly. This component of your plan is uncapped. You will be eligible for monthly payments under this component of the Development Incentive Plan after the management agreements or franchise agreements for the projects that have been executed.

At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You’ll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there’s Room for You at IHG.

Over recent years, we’ve transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love.

We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That’s why here at IHG, we give our colleagues flexibility and balance – working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that’s why leaders work with teams to determine how and when they collaborate.

We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference.

Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.

Important information

• The salary range listed is the lowest to highest pay scale we, in good faith, believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.
• No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
• EEO Is The Law - for more information about Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled/Sexual Orientation/Gender Identity.
• If you require reasonable accommodation during the application process.
• IHG does not accept applications, inquiries, or unsolicited CVs/resumes from staffing or recruiting agencies.
• If you are a resident of or applying to a job opening in the State of Washington, read about applicable benefits.
• For roles or applicants in San Francisco only: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.