POSITION PURPOSE AND OBJECTIVEThe 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.
ESSENTIAL JOB FUNCTIONS- 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.
OTHER DUTIES- All other duties as needed or required
BENEFITS- Great working environment!
- Employee Recognition Programs
- Medical Insurance
- Dental Insurance
- Vision Insurance
- Health Care and Dependent Care Flexible Spending Accounts
- Employer Paid Basic Life and AD&D Insurance
- Employer Paid Long Term Disability
- Optional Employee Paid - Voluntary Benefits
- Short-Term Disability
- Buy-Up Long-Term Disability
- Supplemental Life Insurance
- Dependent Life Insurance
- 401(k) Savings Plan
- Paid Time Off
- Employee Assistance Program (EAP)
- Employee Perks Program offering discounts to major companies
KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES- 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
ENVIRONMENTAL JOB REQUIREMENTS- 100% Remote | Travel Required (U.S.)
- Ability to maintain 50--75% overnight and midweek travel
- Ability to work flexible hours, including early mornings, evenings, and occasional weekends to accommodate travel schedules, conferences, and Franchisee needs across multiple time zones
MINIMUM QUALIFICATIONS- 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
PREFERRED QUALIFICATIONS- 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
