Director Development, Essentials & Suites - Upper Midwest

InterContinental Hotels Group; Atlanta (GA); On-site; USD 120,000 - 180,000; Full time

Job summary

InterContinental Hotels Group is seeking a seasoned Franchise Development professional to execute regional sales strategies, expand brand distribution, and lead negotiations with investors and owners in the Atlanta region. You will coordinate licensing, manage complex deals, and drive market growth aligned with the company’s brand strategy.

The role requires strong financial acumen, a proven track record in franchise negotiations, and the ability to develop and implement plans with

Qualifications

• Demonstrated project management experience in organizing, planning and executing large-scale financial and sales projects.
• Demonstrated effective verbal and written communication skills for clients, vendors, senior management and staff.
• Demonstrated business/financial negotiation and influencing/consensus building skills.
• Demonstrated ability to understand financial structures and deal valuation concepts.
• Demonstrated knowledge of sales and marketing strategies such as client prospecting and cultivation, 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 financial feasibility analysis.

Responsibilities

• Execute regional development plan for assigned brands to maximize distribution, drive earnings and shareholder value.
• Prospect, negotiate, and close franchise sales deals in assigned territories and target markets.
• Provide leads for potential joint ventures and management contracts.
• Coordinate licensing process with Franchise Administration to ensure proper licensing agreements.
• Develop short and long-term franchise acquisition strategies aligned with brand growth and profitability.
• Call on investment groups and financial institutions to build a network of contacts and opportunities.
• Manage deals through closing and hand-off to VP of Asset Management/Owner Relations.
• Travel 40%–60% as required.

Skills

Franchise sales

Business development

Negotiation

Project management

Market knowledge

Financial analysis

Relationship management

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 metropolitan city in Iowa, Minnesota, North Dakota, South Dakota, Wisconsin, Northern Michigan

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.