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
At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re
here to deliver True Hospitality for Good. Making our guests and colleagues feel
welcome, cared for, recognised and respected – wherever they are in the world.
Want to be part of the journey?
Who we are
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.