Role:

This role is responsible for driving the strategic growth of IHG Brands in Africa. Working with the VP and designated line manager to manages the development process activities, including lead generation and development deal integration and ensuring a smooth transition/handover to internal IHG constituents. The role is IHG’s ambassador and primary corporate development representative on ground in-country. 

Please note that this role will primarily focus on West Africa and this will be the location of the role. You will, however, need to spend the first 6-12 months traveling to West Africia and be based in Dubai.

Key Accountabilities 

Leads and Development 

Deal Sourcing – Establish, build and nurture a network of key productive contacts and relationships to include, but not limited to, real estate development companies, family offices, individual wealth and institutional financial investors, hotel owners, hotel brokers and consultants within the designated market area in Africa. Develops and manages business relationships with prospective owners/partners and builds relationships with banks/lenders and other various institutional and private investment groups to support IHG’s growth.

Deal Evaluation – Ensure potential opportunities both comply with established standards for the Brands and assists with due diligence efforts to ensure potential partners meet IHG’s probity requirements. Works with internal and external legal and financial professionals as well as IHG’s senior management in other key areas including Corporate Finance, Design & Engineering, Operations, Brands, Sales & Marketing, Revenue Management and Risk Management to facilitate analysis, approval, and closure of prospective opportunities and the viability of deals which are consistent with IHG’s targeted growth and distribution strategies. Prepares and presents development opportunities and proposals to appropriate committee including IHG’s IMEA Deal Approval Committee (“DAC”) or EMEAA Regional Expenditure Committee (“REC”). May work with external firms on market feasibility studies, site selections, pro-forma development to appropriately qualify deals and drive distribution into the right locations within targeted markets. Fostering collaboration with external and internal stakeholders.

Deal Pitching – Prepare and work with line manager and VP to prepare  the pitches to perspective IHG hotel owners and their consultants.

Deal Negotiation – Work closely with the line manager and  IHG Legal Team to negotiate hotel management and franchise contracts to ensure the best commercial outcome for IHG. Also lead the re-signing of renewals.

Deal Closing – Manage IHG internal expectations to efficiently close deals and salvage dead deals in a minimum amount of time. Coordinate with Line manager and client all necessary tasks. 

Deal Integration – Transition responsibilities to other parties (i.e. Design & Engineering, New Hotels Openings, Operations) following execution of all development responsibilities, as appropriate. Ensures proper documentation of handover process with internal departments.

Growth Strategy – Work closely with the line manager and VP Development as well as head of strategy to develop and execute strategies and annual plans for the distribution of IHG brands in the assigned markets within projected timeframes. Be a team player and work on adhoc corporate projects outside of Development scope e.g. assist and facilitate in launch of other IHG brands if required.

Project management and Market strategy   

• Follow Development workflow procedures to ensure maximum efficiency
• Assist team members in business development, client meetings, presentations etc..
• Coordinate/monitor sales process and procedures and assist team members when required to prepare the sales approval process and deal signing
• Prepare sales/leads analysis and prepare related presentation to VP and team
• .Follow up on deal tracking system and update related software on Sales force or related system.
• Prepare and maintain departments data base (Clients/Projects)
• Coordinate internal and external meeting, prepare minutes of meeting when required and action/task log.
• Support team members with various administrative tasks (presentation, disseminating correspondence, scheduling meetings etc.)
• Support team in market research and data collection