Manager, Business Development [Vancouver / Lower Mainland Canada]

Facilitate the acquisition, development, management and franchise licensing of assigned brands for Canada and the Western US region.  Identify and assist in the pursuit of opportunities for expansion through franchise agreements with properties within a broad geographic area or within specific types of deals.  Work closely with the Development VP to structure, analyze, present and close 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 

• Execute assigned portions of the Company’s brand development strategy via specific geographical territories, target markets, single or multiple brands or specialized types of deals. May assist in creating development plans and strategies that that promote maximum distribution of assigned brand and territory.
• Perform aspects of due diligence and investigation for potential building or construction projects, to include discovery, problem identification and providing suggestions for cost-effective resolution.  Utilize knowledge of tax and real estate laws to guide recommendations on property transactions, acquisitions and conversions.
• Collaborate with the Legal Department to facilitate the preparation of contracts. Maintain clear communication regarding project schedules and budgets, ensuring they remain up to date. Document clear, detailed records of activities related to deals. Track cost and payment information as needed; identify trends or issues and resolve them in a timely manner, bringing critical issues to the immediate attention of the VP Development - Canada (examples include issues with franchisee approval status, issues with insurance, compliance issues, etc.)
• With direction, identify and determine prospects for development opportunities through existing or new potential owners; make sales presentations; and participate in the negotiation of sales to include coordination of applications, licenses, management contracts, joint venture, and purchase agreements. Use scripted responses to deal objections and respond by identifying and leveraging the benefits of the deal.
• Evaluate financial opportunities with prospective applicants to assess viability and collaborate with the Regional Developer to structure compliant deals. Understand property financing and deal valuation to create profitable opportunities for the company..
• Manage deals through closing to ensure coordination of all financial and legal documentation and the resolution of issues as 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. Participate in the allocation of funds by the Company or outside investors for large capital expenditures as assigned. Periodically set and re-set “closing” expectations at defined intervals in the deal process. 
• Recommend reputable contractors and vendors to be considered for future projects.  Work with the respective Procurement Groups and Project Accounting/Capital Control groups to ensure that all project-related communication and documentation is correct, up to date, sent in a timely manner and properly maintained in the project file(s).
• Call on investment groups, financial institutions, insurance companies, asset managers, individual investors, etc. to develop a network of contacts, build industry relationships, and keep abreast of hotel development opportunities in the assigned marketplace. Follow up with prospects periodically via multiple communication methods in an effort to widen personal networks and pursue deals.
• Manage projects or portions of projects as assigned.  Perform other special projects as needed or assigned by Market Planning, Investment Analysis, Brand Management or Operations.  Conduct background research for property performance, market analysis, demographic trends or travel trends.
• Collaborate with the Marketing Department to create targeted collateral materials for specific markets and brands. Coordinate with the team to plan, organize, and execute IHG market events.

What we need from you

• Bachelor’s Degree in Business, Real Estate, Finance, Hotel Management or a relevant field of work or an equivalent combination of education and work-related experience.
• 3-5 years progressive work-related experience with demonstrated proficiency in multiple disciplines/technologies/processes related to the position as well as experience managing complex projects.
• Demonstrated clear, concise and succinct communication skills, including adapting both verbal and written communication to the needs and level of 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 assigned brand and territory.
• Demonstrated project management experience in organizing, planning and executing multiple large-scale projects from conception through implementation.  Demonstrated negotiation/persuasion and closing skills. 
• Demonstrated ability to analyze and draw conclusions from complex financial, statistical and marketing/sales data.
• Demonstrated knowledge of the hotel operations market, competitive market trends and factors, property laws and financial feasibility analysis to structure deals.
• Advanced knowledge and experience using Excel, Word, Access, MS Project and other related programs.

Travel – 50%

Location – Remote:  Strong preference will be given to candidates who reside in the Vancouver area / Lower Mainland; Candidates must have the ability to travel to the US on occasion.

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