Business Development Manager [Northeast or Mid-Atlantic US Region]

InterContinental Hotels Group•Atlanta, GA

43d•$83,000 - $105,000•Remote

About The Position

Support multiple Development Directors in the Mid-Atlantic and Northeast region for IHG Hotels and Resorts' Essentials and Suites Brands. The individual needs to live in the region they will support and have the ability to travel up to 75%. Work with direction from the Regional Vice President and Directors of Development to identify and qualify development opportunities for potential franchise agreements. Market IHG Brands to prospective franchisees, performing activities aimed at meeting the team's development goals and targets. Demonstrate behavioral proficiencies to include excellent communication and organizational skills, sales and relationship skills, market and competitive knowledge, financial/analytical skills, and sound reasoning.

Requirements

Bachelor's Degree in Hotel Management, Real Estate, Finance, or a relevant field of work, or an equivalent combination of education and work-related experience.
2-5+ years of progressive work-related experience with demonstrated proficiency in multiple disciplines/technologies/processes related to the position.
Demonstrated clear, concise, and succinct communication skills, including adapting both verbal and written communication to the needs and level of the user. Demonstrated ability to communicate supportive program details (presentation, analysis) to present a persuasive argument or to effectively negotiate a sales position.
Ability to develop growth strategies and plans related to the assigned brand and territory.
Demonstrated project management experience in organizing, planning, and execution.
Demonstrated ability to analyze and draw conclusions from market and financial data.
Advanced knowledge and experience using Excel, Word, PowerPoint, and other related programs including AI for property research.
Demonstrated verbal and written skills.
Demonstrated ability to understand financial structures and deal valuation concepts.
Hospitable social style.

Responsibilities

Research assigned territory using internal and external tools to identify potential opportunities for conversion or new development.
Identify and track ownership of existing competitive hotels to find potential growth partners.
Identify target markets and work with local brokers on assets and land for sale to market to new and existing top growth owners.
Travel assigned territory, cold calling prospective hotels, and marketing to owners both conversion and new development opportunities.
Share in the business development and brand strategy goals for Essentials and Suites Brands Team.
Manage and continue to build the outreach database to new and existing clients. Communicate with the potential Owners and Influencers at least twice a month on key messages, including the team's travel schedule to help with setting up meetings.
Work with the team on managing the relicense communication process. Ensure all Directors are three years out with appropriate follow-up on moving the Relicense process forward.
Identify and qualify incoming leads through calls, industry trade magazines and websites, Lodging Econometrics, and other general sources.
Communicate all details of qualified leads to the designated RVPs/Regional Directors on a timely basis.
Provide support to identify and determine prospects for development opportunities through existing or new potential owners; make sales presentations; and participate in the negotiation of sales, including coordination of applications and licenses.
Call on key influencers and owners such as investment groups, asset managers, management companies, individual investors, etc., to develop a network of contacts, build industry relationships, and keep abreast of hotel development opportunities in the assigned marketplace.
Assist with the implementation of the RVPs/Regional Directors Business Plans.
Coordinate market and financial analysis of projects with Investment Analysis and Market Planning.
Manage internal reporting requirements to other departments.
Manage projects or portions of projects as assigned. Perform other special projects as needed or assigned, including projects involving other departments such as Market Planning, Investment Analysis, Brand Management, or Operations.
Conduct background research for property performance, market analysis, demographic trends, and competitive information and/or travel trends.
Assist with presentations for internal and external audiences that will have a positive impact on our brand's ability to grow.
Represent the development team with owners and key internal constituencies.
Assist in the preparation of materials and approval papers for IHG internal approval committees.
Travel independently and with other team members on regular basis