Vice President of Development

The Vice President of Development – Mexico & CA, based out of Mexico City, Mexico, oversees the entire process of sourcing and closing new hotel management agreements (HMAs) in the region, focusing on business hotels and resorts. They manage the deal cycle from initiation to approval and execution, coordinating with internal specialists (Feasibility, Legal, Transitions, Technical Services) and external stakeholders (owners, developers, lenders, brands, advisors). Success is measured by the number of HMAs executed, with a goal of eight hotels by 2026, including at least two full-service and one resort hotel. 1. Growth and Deal Origination Identify, qualify, and prioritize HMA opportunities across Mexico and Central America. Build and maintain a network among developers, family offices, institutional investors/REITs, lenders, brand companies (e.g., IHG, Marriott, Hilton, Accor, Wyndham, Hard Rock, Melia), and brokers. Represent Aimbridge at key industry forums (ALIS, CALA, MEXHIC) and conduct targeted roadshows to drive growth. 2. Deal Management and Approvals Lead the deal cycle, including sourcing, screening, shaping, case building, memo preparation, negotiation, and closing. Coordinate feasibility and market analysis with the CALA Director of Feasibility and structure asset-light business cases. Partner with the Director of Technical Services on brand engagement and the Director of Transitions on pre-opening/transition assumptions and timelines. Present deals to the Development and Investment Committees, incorporating input from Legal, Finance, and Operations. 3. Commercial and Economic Terms Negotiate HMA terms within approved ranges (e.g., base and incentive fees, performance tests, termination provisions, AOP, key money, working capital). Seek approvals from the SVP Development – CALA and relevant Committees before execution. The role may attract third-party capital partners and propose Key Money participation in strategic cases. 4. Contracts, Due Diligence, and Risk Drive term sheet and HMA negotiations with owners and counsel, coordinating with Aimbridge Legal for documentation and due diligence. Collaborate with the Director of Legal on legal, tax, and regulatory items and coordinate technical due diligence via Technical Services. Ensure alignment on pre-opening and transition services agreements, confirming budgets, timelines, and resources before signing. 5. Brand, Operator, and Owner Relations Engage brand owners on A&C processes and TSAs in partnership with Technical Services. Maintain executive relationships with owners/developers throughout the process, lead owner onboarding post-signature through hotel opening, and coordinate handover to Operations. 6. Internal Collaboration and Governance Maintain pipeline hygiene in the approved CRM (Salesforce preferred), adhering to established development governance, memo templates, valuation frameworks, and approval protocols. Provide market intelligence and competitive insights to inform Aimbridge’s regional strategy. 7. Compliance and Standards Adhere to Aimbridge development governance, approval protocols, and documentation standards. Observe applicable anti-corruption and sanctions requirements and internal code of conduct when engaging third parties and government entities. 8. Reporting Weekly pipeline and performance reporting to SVP Development – CALA Maintain standardized pipeline dashboards (stage, probability, expected fee pool, keys, close dates) and deal scorecards. Candidate Profile and Qualifications Location: Preferably based in Mexico City. Office attendance is required; flexibility aligned to travel requirements and business needs. Experience: Minimum 10 years in hotel development in the Mexico and Central America region with leading hotel operators or global brands/franchisors. Education: Bachelor’s degree required; MBA preferred. Languages: English and Spanish required. Track record: Demonstrated ability to originate and close HMAs, manage complex negotiations, and coordinate cross-functional diligence. Commercial acumen: Strong grasp of management fee structures, performance tests, owner priorities, key money constructs, underwriting drivers, and brand selection dynamics. Capital markets: Ability to engage with investors/lenders and, where strategic, structure key money proposals; no equity co-investment by Aimbridge. Relationships: Established network with developers, owners, lenders, brands, and brokers in the Mexico and Central America Region; candidates with developed personal pipelines are preferred. Technical fluency: Comfortable reading feasibility studies, proformas, and sensitivity analyses; advanced Excel required. Travel: 70–80% across the Region. Tools: Salesforce preferred; MS Office (Excel, PowerPoint, Word) required; experience with secure data rooms and IC materials is a plus. #J-18808-Ljbffr