Director Development North & West Africa

Job Summary

The position will focus on the development of all Wyndham Hotels & resorts (WHR) brands within the North & West Africa region. The role will include all aspects of development with a particular focus on market research and analysis, sourcing and screening of potential projects, and overseeing the analysis of projects and their potential within the WHR system. The incumbent will be responsible for investigating the feasibility of potential hotel developments, structuring business deals, negotiating contracts and attaining internal approval. The role will also include building win-win relationships with new and existing hotel owners and franchisees throughout the region.

Responsibilities

• Identify and evaluate business growth opportunities including management contracts and franchising opportunities for WHR. To be an ‘ambassador’ for the company through adopting core Count on Me (COM!) values, and specifically trust, integrity and taking a positive lead to promote and represent the company, its brands, and sister organisation. The incumbent will represent the Company at industry events and networking opportunities. Generate franchise and management leads which conform to agreed strategies and standards.
• Coordinate all aspects of the development process internal to WHR, including site inspections, technical services representatives, requesting feasibility studies and pro forma valuations when required, overseeing the due diligence process, operations team involvement, and presenting the opportunity for approval by Wyndham’s International Approval Committee (‘IAC’).
• In collaboration with WHR’s Legal Department, negotiate terms and conditions of agreements with owner/ owner's representatives. Ensure that agreement terms and conditions follow the correct legal process, and are acceptable to/ approved by the organisation. Thereafter, conduct the follow up until deal closure and execution.
• Develop and maintain a permanently updated Market Intelligence Database which will assist the development team in conducting efficient market analysis and contract negotiations.
• Establish and maintain a strong network of contacts of potential owners, franchisees, partners and investors to feed prospective projects to WHR.
• Ensure that regular status reports concerning all aspects of Franchise Sales/ Development activities are loaded into the SalesForce software system.
   

Complexity

Decision Making Authority
The candidate will have the authority to take decisions related to:
•    Lead qualification and processing (100% responsible)
•    Leading the growth strategy within their territory and obtaining the “buy-in” of the organisation (100% responsible)
•    Establishing and negotiating the commercial terms for all projects
•    Negotiating and closing transactions

Level of autonomy
The candidate should have a high sense of autonomy. They will plan their own daily activities and organise their travel schedule. This will require the ability to make decisions on behalf of the company which impact the bottom line and the company’s image in the marketplace.

Impact
The position has a direct impact on the company’s image, pipeline and revenue growth as well as the Company’s overall growth strategy.

Scope/ Financial Responsibility

• The candidate will be responsible for managing their own travel and travel related expenses in accordance to an approved annual budget (the budget will be communicated to the candidate).
• They will have annual Key Performance Objectives to meet which will be measured in terms of their contribution to System Size ( Rooms Growth). 

Abilities/ Key Competencies/ Skills

Alongside the professional competencies outlined below, the successful candidate will demonstrate the fundamentals of Wyndham’s Count on Me! Service Culture to be Responsive, Respectful and Deliver a Great Experience.  This will form the cornerstone of their approach as they carry out all tasks with the Count on Me! Building Blocks in mind;
Compassionate, Engaged, Dependable, Courteous, Engaged, Inclusive, Hospitable, Prepared and Personalised.

• Negotiation: Must possess advanced negotiation skills in order to create a positive foundation for the ongoing relationship.
• Relationships: Initiates, builds and maintains lasting professional relations based on mutual respect and understanding.
• Credibility and influence: Will engender credibility and respect within the hospitality industry thereby enabling immediate recognition as a key member of the development community.
• Problem solving: Takes an innovative approach to problem solving applying the best fit solution for the situation in hand.
• Communication: Communicates clearly and effectively in writing and in person. Fosters an open and honest communication style and has strong presentation skills.
• Analysis: Able to read, analyse and manipulate numerical or verbal data in order to assess a commercial situation and present a compelling business case based on real information.
• Commercial and financial acumen: Demonstrates good knowledge in commercial and financial fundamentals, able to predict the impact of particular activities on the bottom line of the business.
• Customer service: Fosters a customer oriented approach; responsive and respectful in keeping with the fundamental concept of hospitality.
• Flexibility: Adaptable and accepting of change, able to cope with an evolving business landscape applying the best fit solution to each unique situation.
• Integrity: Must show the highest standards of honesty, integrity and discretion and will create trust with all clients and customers.
   

Experience/ Certificates/ Education

• The successful candidate will have highly developed analytical and financial skills. Previous experience in Hospitality will be advantageous.
• Expertise in franchising, hotel management contracts, real estate development and an in depth understanding of the hospitality sector are essential.
• The candidate would ideally be a graduate from one of the following: Business Administration, Real Estate or Hospitality degree, or have equivalent professional experience.
• Significant experience with an emphasis in one of the following: hotel development, hotel consultancy or real estate development/ advisory.
• Proficiency in the use of tools such as Excel, World and PowerPoint as well as customer relationship management (CRM) databases.
• Fluency in English and French is essential, and/ or Arabic as an additional language.