Development Director, Essentials & Suites - Texas

InterContinental Hotels Group; Atlanta (GA); Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Commission on sales (Development Plan)

Uncapped commissions

Monthly Development Incentive payments

Job summary

InterContinental Hotels Group is seeking a seasoned franchise sales and business development professional to drive revenue and growth in a remote-based role in the United States. You will lead the end-to-end deal process, prospect new opportunities, and coordinate licensing and financial analyses to close franchise agreements.

The role requires strategic market insight, relationship management with owners and developers, and the ability to travel extensively to grow the brand footprint across

Qualifications

• Demonstrated project management experience in organizing, planning and executing large-scale financial and sales projects from conception through implementation.
• Strong negotiation and influencing skills with a client-focused mindset.
• Ability to build and manage relationships with owners, developers and key decision makers.

Responsibilities

• Execute franchise sales and business development strategies to achieve quotas across the assigned territory.
• Expand and maintain distribution of the brand portfolio and lead deal processes from prospecting to closing.
• Coordinate licensing, evaluate financial opportunities and prepare annual business plans aligned with brand growth.
• Travel 40-60% and engage investment groups, financial institutions, and asset managers for deal leads.
• Manage deals through closing and hand-off to Asset Management/Owner Relations.

Skills

Franchise sales

Business development

Negotiation

Relationship management

Project management

Communication

Financial analysis

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.

#LI-SM1