Description
Role Purpose
This role supports the strategic growth of IHG brands in Australasia & the Pacific, contributing to the full development process including deal initiation, evaluation, pitching, negotiation, and smooth handover to internal stakeholders.
Key Responsibilities
1. Deal Evaluation
* Conduct initial assessment of opportunities to ensure alignment with brand standards and IHG's probity requirements.
* Support due diligence efforts, working with legal, finance, and senior management.
* Conduct investment analysis and collaborate across Design & Engineering, Operations, Brands, Sales & Marketing, Revenue Management, and Risk Management.
* Prepare and present opportunities to the EAPAC Deal Approval Committee (DAC) or EMEAA Regional Expenditure Committee (REC).
* Work with external firms on feasibility studies, market analysis, pro‑formas, and site selection.
2. Deal Pitching
* Conduct market research, including demand drivers, competitor set, and market gaps.
* Review forecasts with the Investment Analysis team.
* Prepare brand collateral, RFP responses, presentations, and participate in owner pitches.
3. Deal Negotiation
* Lead and support negotiation of management and franchise agreements, under direction of the Director of Development.
4. Internal Processes & Reporting
* Maintain and update Salesforce pipelines, market research, benchmarks, and internal databases.
* Produce reports for Development Planning & Performance.
5. Deal Integration
* Coordinate and transition executed deals to internal stakeholders (Design & Engineering, New Hotel Openings, Operations).
* Ensure full documentation and handover accuracy.
6. Growth Strategy
* Collaborate with Director of Development on market distribution strategies and annual plans.
* Participate in ad‑hoc corporate projects, including brand launches.
7. Relationship Management
* Build and maintain relationships with hotel owners, investors, brokers, financiers, developers, consultants, architects, and industry bodies.
* Strengthen IHG's presence in the hotel development community.
Key Metrics
* Deal signings and support for new builds and conversions.
* System size growth through openings, conversions, and renewals.
* Technical Services Fee collection.
Key Collaboration Network
Shared Accountabilities
* Build relationships within IHG and externally to develop market knowledge across the region.
* Update deal‑flow tracking, produce executive‑level reports, and monitor competitive positioning.
Key Interfaces
* Internal: Investment Analysis, Design & Engineering, NHOP, Legal, Operations, Brands, Sales & Marketing, Revenue Management, Finance, HR, GM Community, Operations Leadership, DAC/REC members.
* External: Hotel Owners, Investors, Brokers, Financiers, Developers, Consultants, Valuers, Architects, Design firms, Lawyers, Fund Managers, Industry Bodies.
Required Qualifications & Experience
Education
* Qualification in Hotel Management, Business, Finance, Real Estate, or equivalent experience.
Critical Expertise
* Minimum 5 years' experience in senior analyst/associate roles in hotel development, investment, asset management, or consulting.
* Strong understanding of corporate finance, deal structuring, hotel real estate markets, and hotel operations.
* High proficiency in MS PowerPoint, Word, and advanced Excel.
* Strong problem‑solving capability, process‑driven mindset, proactive work ethic, and collaborative approach.
* Understanding of key terms in hotel management and franchise agreements.
* Strong financial analysis skills to support strategic decision-making.