Director of Business Development- New York

Job Description

Job Description

Director of Business Development

SUMMARY:

The Director of Business Development is a senior, hands-on leader responsible for identifying, evaluating, and executing hotel management contract opportunities, acquisitions, conversions, and strategic initiatives. Reporting to the VP of Business Development, the Director manages complex workstreams, maintains direct owner relationships, and delivers timely, accurate recommendations to executive leadership.

The anticipated salary range for this position is $125,000–$135,000 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

Pipeline & Opportunity Development

• Research target markets and ownership groups; qualify leads against M&R's strategic and financial criteria
• Build and maintain relationships with owners, investors, brokers, lenders, developers, and franchisors
• Track pipeline activity, probability, fees, and key dates in the CRM; represent M&R at industry conferences and events

Underwriting & Proposal Development

• Build hotel operating projections (occupancy, ADR, RevPAR, revenue, labor, fees) and development/renovation budgets
• Conduct market and competitive analysis using STR, CoStar, appraisals, and financial statements
• Prepare management proposals, investment memoranda, and presentation materials for VP and executive review

Due Diligence & Transaction Management

• Develop and manage due diligence plans, data-room indexes, action logs, and critical date tracking
• Coordinate property inspections, operational reviews, financial/brand/legal diligence, and related workstreams
• Review management and franchise agreements, LOIs, and PSAs from a business perspective; support negotiations within approved parameters

Owner & Cross-Functional Coordination

• Serve as day-to-day owner contact for assigned opportunities; provide responsive follow-up and clear next steps
• Coordinate internal participation from Operations, Finance, Revenue Management, Sales & Marketing, HR, IT, and Legal
• Manage franchisor relationships, brand approvals, change-of-ownership processes, and conversion requirements

Onboarding & Reporting

• Prepare comprehensive written handoffs for each executed agreement; track onboarding milestones through opening
• Provide accurate pipeline updates, transaction reports, and risk summaries to the VP of Business Development
• Contribute to template development, underwriting standards, and process improvement initiatives

QUALIFICATIONS

Education & Experience

• Bachelor's degree in Hospitality Management, Finance, Real Estate, Business Administration, or related field; MBA preferred
• 7+ years of progressively responsible experience in hotel business development, acquisitions, development, investment, or related field
• 3+ years independently managing complex analyses, due diligence processes, and owner relationships
• Demonstrated experience supporting negotiation of hotel management agreements and related transaction documents

Skills & Technical Competencies

• Advanced financial modeling: hotel operating projections, pro formas, development budgets, return analyses, and sensitivity cases
• Strong command of hotel KPIs: occupancy, ADR, RevPAR, GOP, NOI, flow-through, management fees, and franchise costs
• Proficiency in Microsoft Excel, PowerPoint, and Word; CRM experience and hotel data tools preferred
• Strong business writing: executive summaries, proposals, issue lists, and investment memoranda

Leadership & Professional Attributes

• Commercial judgment, analytical rigor, and ability to distinguish material risks from routine details
• Organized, detail-oriented, and effective managing multiple transaction workstreams under deadline pressure
• Collaborative, accountable, and able to work independently within defined authority while escalating appropriately

WORK ENVIRONMENT & TRAVEL

• Office, hotel, and field environments; regular use of computers and virtual meeting platforms
• Travel up to 40% — property inspections, market visits, owner meetings, conferences, 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.

M&R Hotel Management participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.