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About the job
Senior Business Development Director (Hospitality) – Luxury Operator
Dubai, UAE or Riyadh, KSA
About the Opportunity: MRG Global is proud to be mandated with the search for an innovative Business Development Director (Hospitality) for the Middle East Region. Our client is a luxury, multi-brand hotel operator dedicated to delivering top-end excellence and customer satisfaction to their guests and visitors across various locations worldwide. The brand is well known in the market and seeped in history and legacy. The successful incumbent will be selected for their prowess to establish a long-term, sustainable business in the GCC region. Investment in people and the planet is more important than short-term profit.
Role Overview: You will hold a crucial position in shaping the future as the position will encompass a comprehensive range of responsibilities related to brand and business development, with the core accountability to drive strategic development and growth of the company’s managed portfolio in the Middle East. The primary scope is to secure management contracts.
Key Responsibilities:
As the successful candidate, you will:
• Develop and execute multi-year strategies and annual plans to project and achieve growth targets for the company’s portfolio of hotel brands within the Middle East region.
. • Create detailed strategic initiatives, evaluate market opportunities, and monitor performance against objectives.
• Be responsible for budget implementation and prudently allocating financial and marketing resources across the established development budget according to strategic priorities.
• Have exceptional contract negotiation, addressing concerns of owners/developers constructively to arrive at owners/developers constructively to arrive at mutually agreeable contractual language protecting the company's brand reputation and shareholder returns.
• Leverage insights and negotiating experience to professionally debate terms in good faith.
• Craft compelling, professionally presented proposals highlighting the competitive advantages of the company's brands and capabilities tailored to each opportunity’s context, customer segments, development status, return expectations and financial and operational feasibility.
• Present pitches and RFP submissions in a compelling manner substantiated by rigorous analysis.
• Prepare and present development opportunities and proposals to appropriate parties to support the Group's business strategies.
• Proactively track emerging travel trends and competitors’ project pipeline and commercial strategies, including fees to continuously refine the business’s regional growth strategy.
• Possess strong lead generation skills – employing a multifaceted sourcing strategy that includes research, prospecting campaigns, referrals, and a visible industry presence at events and conferences to consistently populate the development of the pipeline.
• Work with the senior management and the project planning and analysis team on the creation of Pro Forma projections, considering local real estate fundamentals, hospitality supply/demand dynamics, competitive performance, and other factors.
• Partner development – adopting a consultative approach to qualitatively understand each potential partners objectives, operating philosophies, and risk appetites.
Qualifications and Experience:
We are searching for a unique skill set and background. As an experienced leader in the hospitality market, you will meet the following requirements:
• Bachelor's degree in Business, Hospitality or Finance or equivalent experience.
• Established network of owner and intermediary contacts within the hotel development market and expertise in luxury/lifestyle brands across the GCC region.
• Prior exposure to marketing, commercial and financial components of hospitality development.
• Knowledge of hotel operations and hospitality experience would be an asset.
• 10 years’ experience in business development, consultancy, or a related role within the hospitality industry.
• In-depth understanding of hotel development processes, financial underwriting, management agreements and operational best practices.
• Gravitas, integrity, and a high level of EQ.
• Advanced credibility to advise senior leadership.
• Demonstrated success representing brand standards and negotiating agreements.
• Ideally Arabic speaking or culturally well versed in the market
• Frequent regional travel expected. This position is being managed by MRG Global, a specialist search firm focussed on hospitality and real estate placements in the MENA region.
For a formal briefing or to find out more, please contact the assigned consultants, Nicky Harrison (nicky.harrison@mrgglobal.com) or Amy Hulley (amy.hulley@mrgglobal.com). All applications should consist of a CV and cover letter. This position is currently open and initial interviews will be taking place from 5th January 2024
Seniority Level: Executive-Level
Job Functions: Software Development
Industries : Information Technology
