Manager, Development - Australasia & Pacific

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.