Director of Hotel Development

Drives the strategic growth of IHG Brands through the negotiation of management contracts and franchise agreements for lifestyle and premium brands to maximize value creation for IHG PLC shareholders.

• Deal Sourcing and Execution – Establishes, builds and nurture a network of productive contacts and relationships to include, but not limited to, real estate development companies, individual and institutional financial investors, hotel owners, hotel brokers and consultants. Develops and manages business relationships with prospective owners/partners and builds relationships with banks/lenders and other various institutional and private investment groups to support IHG’s growth. Executes on strategies and annual plans for the distribution of IHG brands within projected time frames.
• Deal Evaluation – Ensure potential opportunities both comply with established standards for the Brands and assists with due diligence efforts to ensure potential partners meet IHG’s probity requirements. Works with internal and external legal and financial professionals as well as IHG’s senior management in other key areas including Design and Construction, Operations, Marketing, and HR to facilitate analysis, approval, and closure of prospective opportunities and the viability of deals which are consistent with the targeted growth and distribution strategies. Prepares and presents development opportunities and proposals to appropriate parties. May work with outside firms on market feasibility studies, site selections, pro-forma development to appropriately qualify deals and drive distribution into the right locations within targeted markets. Fostering collaboration with external and internal stakeholders.
• Deal Closing – Manages the client and IHG internal expectations to efficiently close deals and salvage dead deals in a minimum amount of time. On closing, make the client feel that they have made a wise choice without compromising on IHG’s position. Maintains a high awareness of IHG’s threshold positions on commercial and strategic issues.
• Deal Integration – Transitions responsibilities to other parties (i.e. Design and Construction, Operations) following execution of all development responsibilities, as appropriate. Ensure proper documentation of handover process in internal departments.

Required Skills

• Strong analytical, negotiation, and consensus-building skills, effective presentation and interpersonal skills, financial modeling and report writing skills.
• May require significant travel.

Qualifications

• Qualification in Hotel Management, BS / BA in Business, Finance, or Real Estate; or equivalent experience.

Experience

• Minimum 8 years of experience in hotel development, hotel management or hospitality consulting firm and/or hospitality company or similar.
• Knowledge of financing principles and deal structuring as well as hotel real estate market. Knowledge of hotel operations highly desired.
• Must have proven track record of deal flow/closure, knowledge of management contracts and joint venture agreements.