Managing Director, Franchise Development

Extended Stay America•Orlando, FL

1d•Remote

About The Position

The Managing Director, Franchise Development is responsible for growing the Franchised ESA portfolio (unit count and revenues) by signing new development and brand conversion agreements into the brand family and partnering with co-workers cross-functionally to serve and retain existing properties and Franchisees. This individual must possess strong management skills with direct reports and a determined sense of urgency/hustle and accountability to achieve departmental growth targets.

Requirements

Strong organization skills; ability to balance workload and competing priorities
Lead, supervise and head up a group of regional developers to achieve operational objectives, while balancing with broader company goals for credibility and minimum quality levels
Understanding of the technical and procedures necessary for successful new hotel constructions and brand conversion processes
Fluent in hotel industry revenue, operating, technology, and risk management/legal-oriented concepts (conversational level at minimum)
Ability to persuade franchise hotel investors to embrace brand philosophies, standards, and programs
Highly skilled communicator, verbally and in writing, to a wide variety of audiences and experience levels
Extensive relationship building skills to build strong relationships across industry stakeholders and hotel franchising communities
Possesses a sense of urgency and a mindset for continuous improvement
Engages in solution-focused resolution of constructive franchisee feedback or conflict, if received
Work well independently as well as across peer departments
Must be inclusive and comfortable working with an international client base with diverse cultural norms
Ability to lead change to align with the strategy to improve performance
Solid project and budget management skills
Bachelor's degree in Hotel Management, Business, or related field
15+ years progressive work-related experience with demonstrated proficiency in franchise development
12+ years of managing teams and complex projects
Proven P&L experience and comprehensive understanding of development and brand finances
Computer proficiency, including Windows, Outlook, Word, Excel, and PowerPoint
Prior experience with CRM tools (e.g. Salesforce), or ability to quickly learn and adapt, is beneficial
Experience presenting to executive leadership, ownership groups, boards, and investment stakeholders

Nice To Haves

Existing relationships within the hotel ownership, franchise, and development community
Prior experience with extended stay, select service, or franchised lodging brands
Experience leading national or multi-regional franchise development teams
MBA or advanced business degree preferred

Responsibilities

Leads and manages a team of regional developers (i.e. daily oversight, coaching, accountability, etc.), tasked to grow the Franchised ESA portfolio by executing new development contracts and brand conversion agreements
Achieves annual growth targets, working to not only retain existing franchisees and markets of strength, but to strategically execute expansion of ESA brands to new clients and geographies through creativity and hustle
Balances franchise growth with brand quality, consistency, and required minimum standards -- to ensure that brand credibility is maximized externally
Creates and fosters a "genuine care" customer service culture throughout the department, company, and externally in the industry, while personally modeling desired behaviors through leading by example (as appropriate for a discipline head)
Learns, understands, and articulates brand messaging, differentiators, value propositions, and programs/services to existing and prospective franchisees; ensures that his/her team is equally fluent and confident in consistently delivering the same to audiences of varying experience and understanding
Comforts with selling franchise licenses based on performance merit, not incentives or gimmicks to "buy contracts"
Effectively collaborates cross-functionally with Legal/Risk Management, Brand, Training, Franchise Services/Transitions Support, Real Estate, and other related peers to administer on-boarding and to support new property openings and transitions
Passionately represents the brand family with integrity, positivity, and clarity in industry media publications, trade shows, and other external mediums as assigned (both verbally and in writing)
Travels, as needed, to industry events, tradeshows, and conferences -- and to visit current/prospective franchisees to build relationships and book new business
Leads the department in management of the annual budget process, monthly forecasts, and ongoing use of CRM tool to ensure proper governance of client relations
Remains informed about industry trends, regulations, and best practices to drive continuous improvement and innovation within the organization.
All other duties as needed or required