DescriptionAbout EMEAA
The Europe, Middle East, Asia and Africa (EMEAA) regional team, led by Kenneth Macpherson, Chief Executive Officer, EMEAA, is responsible for the strategy, management, growth and profitability of IHG’s most diverse region, and performance of a portfolio of hotels in some of the world’s most exciting destinations in both mature and emerging markets.
The region operates more than 1,000 open hotels through four Business Units: Europe (EUR), India, Middle East & Africa (IMEA), Europe (EUR), India, Middle East & Africa (IMEA) and East Asia & Pacific (EAPAC)
Your day to day
This role will be key in facilitating development of IHGs brands in the region. We are embarking on an ambitious growth plan of developing the right hotels, in the right location, with the right owner, under the right brand. The focus of the role is on the mainstream brands Holiday Inn Express, Holiday Inn, voco, Staybridge Suites, Crowne Plaza and boutique brand Hotel Indigo. This includes scoring and screening of new projects, analyzing project potential and suitability for IHG brands and negotiating franchise and management contracts (predominantly franchise).
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Support Turkey & Eastern Europe's development department in the execution of the Company’s brand development strategy via specific geographical territories, target markets, single or multiple brands or specialized types of deals. May assist in creating development plans and strategies that that promote maximum distribution of assigned brand and territory.
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Call on investment groups, financial institutions, insurance companies, asset managers, individual investors, etc. to develop a network of contacts, build industry relationships, and keep abreast of hotel development opportunities in the assigned marketplace. Follow up with prospects periodically via multiple communication methods in an effort to widen personal networks and pursue deals.
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Support Turkey & Eastern Europe's development department in the execution of the MDA strategy, identifying sites, buildings for hotel development of IHG’s brands (mainly Holiday Inn Express).
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Identify suitable sites for development according to location planning
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Assist in liaison with various agencies e.g. developers, builders and brokers including offers, maintaining database of responses
- Perform aspects of due diligence and investigation for potential building or construction projects, to include discovery, problem identification and providing suggestions for cost-effective resolution
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Assist in liaison with various agencies e.g. developers, builders and brokers including offers, maintaining database of responses
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Keep track of all leads and conversion to deal flow in SalesForce
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Support high value investors with site-finding and evaluation. This includes gaining in-depth knowledge and understanding of the key target markets in Turkey & Eastern Europe (supply, demand, pipeline, owners, opportunities), building relationship within the local communities and identifying suitable projects in line with target location planning
- Evaluate and filter for all deals within the territory to evaluate the brand fit, compliance with the strategic guidelines and economic feasibility
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With direction, identify and determine prospects for development opportunities through existing or new potential owners;
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Make sales presentations and participate in elaboration of proposals and responses to RFP’s collaborating with operations and other functions within IHG where appropriate
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Participate in the evaluation of opportunities with prospective applicants to determine viability of prospect and work with the regional Development Lead to structure deals which meet established IHG standards. Understands property financing and deal valuation in order to structure deals that provide viable profit opportunities to the company.
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Participate in the negotiation of deal terms for franchise contracts with the objective to sign Letter of Intent. Use scripted responses to deal objections and respond by identifying and leveraging the benefits of the deal.
- Coordinate franchise applications and internal approval process
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Conduct on-going background research for property performance, market analysis, demographic trends or travel trends, supply and demand factors, etc. and communicate within the team
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Attend relevant hospitality and real estate events and maintain high profile within the industry (social media, speaker opportunities, etc.)
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Manage projects or portions of projects as assigned.
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Perform other special projects as needed or assigned by Market Planning, Investment Analysis, Brand Management or Operations.
- Collate contributions for monthly deal tracker report and pipeline review reports
- The role requires significant travel in the territory
What we need from you
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Fluent knowledge of English & Turkish (and potentially German/Romanian language skills).
- Have a good understanding of different hotel operating models and their respective value drivers for key stakeholders involved in the development process
- Demonstrated knowledge of the hotel operations market, competitive market trends and factors and financial feasibility analysis to structure deals.
- Pro-active attitude, self-motivated and with a getting-things-done mentality
- Demonstrated ability to analyze and draw conclusions from complex financial, statistical and marketing/sales data.
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Demonstrated clear, concise and succinct communication skills, including adapting both verbal and written communication to the needs and level of user. Demonstrated ability to communicate supportive program details (presentation, analysis) to present a persuasive argument or to effectively negotiate a sales position.
- Attention to detail
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Demonstrated project management experience in organizing, planning and executing projects and juggle with multiple projects at the same time
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Demonstrated negotiation/persuasion and closing skills.
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Advanced knowledge and experience using Excel, Word, Powerpoint and other related programs.
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