Vice President, Business Development & Hotel AcquisitionsSUMMARY:The
Vice President of Business Development is the senior executive responsible for establishing and executing M&R Hotel Management's growth strategy across third-party hotel management, acquisitions, development opportunities, and strategic partnerships. A member of the executive leadership team, the VP leads origination, underwriting, negotiations, and cross-functional deal execution - and serves as a primary external representative to owners, investors, franchisors, lenders, and industry stakeholders.
The anticipated salary range for this position is
$130,000-$160,000 annually. In addition to base salary, this role is eligible for
a generous annual uncapped incentive bonus aligned with established performance targets, as outlined in the Incentive Plan. M&R Hotel Management carefully evaluates multiple factors when determining compensation, including work location, professional background, experience, and performance. Final compensation decisions are made based on the specific facts and circumstances of each individual case.
KEY RESPONSIBILITIESGrowth Strategy & Opportunity Origination - Own the enterprise BD strategy, annual growth plan, priority markets, target ownership groups, and pipeline objectives
- Continuously evaluate transaction activity, development pipelines, debt/equity conditions, brand trends, and competitor activity
- Originate hotel management, acquisition, development, and conversion opportunities through direct outreach and industry networks
- Represent M&R at industry conferences, owner meetings, brand events, and lender forums
Financial Analysis & Underwriting - Direct preparation and review of hotel operating projections, market analyses, management fee models, and investment return analyses
- Establish underwriting standards, approval thresholds, and documentation protocols for all BD analyses and proposals
- Challenge key assumptions (occupancy, ADR, RevPAR, labor, fees, capex) and evaluate third-party feasibility and appraisal reports
- Present clear go/no-go recommendations to the CEO and executive team with full risk, return, and sensitivity context
Transaction Leadership & Negotiations - Lead commercial workstreams for management agreements, franchise agreements, PSAs, JV agreements, LOIs, and related documents
- Negotiate approved business terms directly with owners, investors, franchisors, brokers, and legal counsel
- Direct comprehensive due diligence - financial, operational, brand, legal, environmental, property condition, and licensing
- Ensure no commitment is communicated as final and no agreement is executed without proper internal authorization
Owner & Stakeholder Leadership - Develop and maintain senior-level relationships with hotel owners, investors, family offices, institutional investors, and lenders
- Lead owner presentations, management interviews, RFP responses, and investment committee meetings
- Maintain productive franchisor relationships; manage brand approvals, comfort letters, and change-of-ownership processes
Executive Governance & Team Leadership - Maintain an accurate pipeline with stage, probability, anticipated fees, risks, and required decisions for CEO reporting
- Develop and administer the BD operating budget; evaluate pipeline conversion, cost of acquisition, and fee contribution
- Select, develop, coach, and evaluate BD team members; establish accountability and cross-functional coordination standards
- Lead operational handoffs from executed agreement through onboarding in partnership with Operations
QUALIFICATIONS Education & Experience - Bachelor's degree in Hospitality Management, Finance, Real Estate, Business Administration, or related field; MBA or graduate degree preferred
- 10+ years of progressively responsible experience in hotel BD, acquisitions, development, investment, or management-company growth
- 5+ years in a senior leadership role with responsibility for originating opportunities, directing transactions, and leading teams
- Proven track record closing hotel management agreements, acquisitions, developments, or comparable hospitality transactions
Skills & Technical Competencies - Advanced ability to build, review, and challenge hotel operating models, acquisition models, cash flows, and sensitivity analyses
- Expert command of hotel KPIs: occupancy, ADR, RevPAR, GOP, NOI, flow-through, management fees, and owner returns
- Advanced proficiency in Microsoft Excel, PowerPoint, Word, and CRM/BD platforms; hotel data tools strongly preferred
- Exceptional written communication: investment memoranda, executive summaries, proposals, board-level presentations
Leadership & Professional Attributes - Executive presence, sound commercial judgment, and the ability to influence senior stakeholders with credibility and integrity
- Strategic thinker with disciplined execution, strong follow-through, and hands-on engagement in complex work
- High ethical standards, accountability, and the ability to recognize and escalate material concerns appropriately
WORK ENVIRONMENT & TRAVEL - Office, hotel, and field environments; extensive use of computers and virtual meeting platforms
- Travel up to 50% - property inspections, market visits, owner meetings, conferences, lender meetings, and brand meetings
- Availability outside standard hours as needed to support transactions, deadlines, and owner communications
