Vice President, Business Development- New York

About the role

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 role operates in office, hotel, and field environments with extensive use of computers and virtual meeting platforms, requires travel up to 50% for property inspections, market visits, owner meetings, conferences, lender meetings, and brand meetings, and may require availability outside standard hours to support transactions, deadlines, and owner communications.

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/no-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