Director, Development – Essentials & Suites

IHG Hotels & Resorts

. Execute franchise sales and business development strategies for the assigned territory to achieve sales and development quotas .

Posted 9/23/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in franchise sales and business development, with a strong focus on financial negotiation, project management, and strategic market analysis. Capable of executing regional development plans and managing franchise agreements to maximize brand distribution and shareholder value.

Highest-signal resume keywords

Franchise Sales StrategyProject ManagementFinancial NegotiationMarket AnalysisFranchise Contract Negotiation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyFinancial AnalysisDeal StructuringContract NegotiationMarket ResearchBusiness DevelopmentP&L EvaluationStrategic PlanningClient ProspectingFranchise Development

Soft Skills

Effective CommunicationInfluencing SkillsConsensus BuildingOrganizational SkillsRelationship Building

Industry Keywords

Franchise AgreementsHotel OperationsInvestment GroupsFinancial InstitutionsEmerging MarketsJoint VenturesManagement ContractsCompetitive Market TrendsDevelopment CostsOperating Costs

About the role

Key responsibilities & impact

Execute franchise sales and business development strategies for the assigned territory to achieve sales and development quotas
Expand and maintain distribution of the assigned brand portfolio
Lead stakeholders through prospecting, qualifying, structuring, negotiating, and closing franchise deals
Execute regional development plans to maximize brand distribution, drive earnings and fee income, and grow shareholder value
Prospect, negotiate, and close specialized franchise sales deals in assigned territories and target markets
Research related industries and identify emerging markets and opportunities
Provide leads for potential joint ventures and management contracts
Coordinate application and licensing processes with Franchise Administration
Monitor financial and administrative parameters surrounding franchise agreements
Develop franchise acquisition and disposition strategies and maintain annual business plans
Build networks with investment groups, financial institutions, insurance companies, asset managers, and investors
Evaluate prospective applicants and financial opportunities using hotel P&Ls, development costs, interest rates, financing options, operating costs, and related data
Manage deals through closing, coordinating financial and legal documentation and resolving contractual issues before hotel opening
Complete deal handoffs to Asset Management/Owner Relations and/or Operations

Requirements

What you’ll need

Demonstrated project management experience organizing, planning, and executing large-scale financial and sales projects from conception through implementation
Demonstrated effective verbal and written communication skills for clients, vendors, senior management, and staff
Demonstrated business/financial negotiation and influencing/consensus-building skills
Demonstrated ability to understand financial structures and deal valuation concepts
Demonstrated knowledge of sales and marketing strategies, including client prospecting and cultivation, new product evaluation, brand positioning, and strategic fit
Demonstrated experience in franchise contract negotiation from prospecting investors to closing deals
Demonstrated knowledge of the hotel operations market, competitive market trends and factors, and financial feasibility analysis
Travel required: 40%–60%
Role can be based in any metropolitan city in New York (not Manhattan), Maine, Vermont, Rhode Island, New Jersey, Massachusetts, or New Hampshire

Benefits

Comp & perks

Development Incentive Plan; commissions are paid monthly and are uncapped
Impressive room discounts across IHG properties
Recharge days
Volunteering days throughout the year
myWellbeing support for health, lifestyle, and workplace wellbeing
Hybrid flexibility and balance, blending office and remote working collectively
Inclusive culture and opportunities to grow