Vice President, Business Development- New York

Vice President, Business Development & Hotel Acquisitions

SUMMARY:
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 RESPONSIBILITIES
Growth 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
o‑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 elevate 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

M&R Hotel Management is committed to equal employment opportunity. Qualified individuals must be able to perform the essential functions of the position, with or without reasonable accommodation. Associates or applicants who require a reasonable accommodation should contact the People & Culture Department.

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