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.
