Aimbridge Hospitality
Vice President of Development – Caribbean
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The
Vice President of Development – Caribbean
leads the end-to-end sourcing and closing of new hotel management agreements (HMAs) across the Caribbean, with focus on All Inclusive resorts and also European Plan (EP) resorts and urban/business hotels. He/She will own the full deal cycle from origination through approval and execution, coordinating with internal specialists (Feasibility, Legal, Transitions, Technical Services) and external stakeholders (owners, developers, lenders, brands, advisors). Success is measured by HMAs executed, with a 2026 goal of six hotels total, including at least two All Inclusive properties.
Growth and Deal Origination
Source, qualify, and prioritize HMA opportunities across the Caribbean (islands only; excludes Mexico, Florida, Europe).
Build and maintain an active network among developers, family offices, institutional investors/REITs, lenders, brand companies (IHG/Marriott/Hilton/Accor/Wyndham/Hard Rock/Melía/Margaritaville), and brokers.
Represent Aimbridge at key industry forums (ALIS, CALA, CHICOS, and local forums) and conduct targeted roadshows to drive funnel growth.
Deal Management and Approvals
Lead the full deal cycle: sourcing, screening, deal shaping, internal case building, IC memo preparation, negotiation, and closing.
Coordinate feasibility/market analysis and underwriting with the CALA Director of Feasibility; structure compelling, asset‑light business cases aligned to Aimbridge’s regional fairway for fees and terms.
Partner with the Director of Technical Services – Aimbridge CALA on brand engagement (conversions and new flags) and with the Director of Transitions on pre‑opening/transition assumptions and timelines.
Prepare and present deals to the Development and Investment Committees in established formats; incorporate Legal, Finance, Operations input.
Commercial and Economic Terms
Negotiate HMA terms within regionally approved ranges (base and incentive fees, performance tests, termination provisions, AOP, key money, working capital mechanics).
Seek required approvals from the SVP Development – CALA and relevant Committees prior to execution.
Note: Aimbridge does not co‑invest equity; the role may attract third‑party capital partners and, in strategic cases, propose Key Money participation. Capital markets knowledge/experience is valued.
Contracts, Due Diligence, and Risk
Drive term sheet and HMA negotiations with owners and counsel; coordinate with Aimbridge Legal for documentation and due diligence.
Collaborate with the Director of Legal – Aimbridge CALA on legal/tax/regulatory items (e.g., condo‑hotel regimes, licenses, unions) as needed; coordinate technical due diligence via Technical Services.
Ensure alignment on pre‑opening and transition services agreements with the Director of Transitions; confirm budgets, timelines, and resource planning prior to signing.
Brand, Operator, and Owner Relations
Engage brand owners on A&C processes and TSAs in partnership with Technical Services.
Maintain executive‑level relationships with owners/developers throughout the process;
Lead owner onboarding post‑signature through hotel opening, then coordinate handover to Operations.
Internal Collaboration and Governance
Maintain rigorous pipeline hygiene in the approved CRM (Salesforce preferred): stages, probabilities, dates, expected fees, keys, and next steps.
and approval protocols.
Provide market intelligence and competitive insights to inform Aimbridge’s regional strategic planning.
Location and Travel
Travel: 70–80% across the Caribbean for sourcing, owner meetings, conferences, site inspections, and transaction work.
Candidate Profile and Qualifications
Languages: English and Spanish required; French desirable.
Travel: 70–80% across the Caribbean.
Experience: Minimum 10 years in hotel development in the Caribbean/LatAm region with leading hotel operators or global brands/franchisors; All Inclusive experience is a must, EP experience is preferred.
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 Caribbean; candidates with developed personal pipelines are preferred.
Technical fluency: Comfortable reading feasibility studies, pro‑formas, and sensitivity analyses; advanced Excel required.
Seniority Level Executive
Employment Type Full‑time
Job Function Business Development
Benefits
Medical insurance
Vision insurance
401(k)
Student loan assistance
#J-18808-Ljbffr
The
Vice President of Development – Caribbean
leads the end-to-end sourcing and closing of new hotel management agreements (HMAs) across the Caribbean, with focus on All Inclusive resorts and also European Plan (EP) resorts and urban/business hotels. He/She will own the full deal cycle from origination through approval and execution, coordinating with internal specialists (Feasibility, Legal, Transitions, Technical Services) and external stakeholders (owners, developers, lenders, brands, advisors). Success is measured by HMAs executed, with a 2026 goal of six hotels total, including at least two All Inclusive properties.
Growth and Deal Origination
Source, qualify, and prioritize HMA opportunities across the Caribbean (islands only; excludes Mexico, Florida, Europe).
Build and maintain an active network among developers, family offices, institutional investors/REITs, lenders, brand companies (IHG/Marriott/Hilton/Accor/Wyndham/Hard Rock/Melía/Margaritaville), and brokers.
Represent Aimbridge at key industry forums (ALIS, CALA, CHICOS, and local forums) and conduct targeted roadshows to drive funnel growth.
Deal Management and Approvals
Lead the full deal cycle: sourcing, screening, deal shaping, internal case building, IC memo preparation, negotiation, and closing.
Coordinate feasibility/market analysis and underwriting with the CALA Director of Feasibility; structure compelling, asset‑light business cases aligned to Aimbridge’s regional fairway for fees and terms.
Partner with the Director of Technical Services – Aimbridge CALA on brand engagement (conversions and new flags) and with the Director of Transitions on pre‑opening/transition assumptions and timelines.
Prepare and present deals to the Development and Investment Committees in established formats; incorporate Legal, Finance, Operations input.
Commercial and Economic Terms
Negotiate HMA terms within regionally approved ranges (base and incentive fees, performance tests, termination provisions, AOP, key money, working capital mechanics).
Seek required approvals from the SVP Development – CALA and relevant Committees prior to execution.
Note: Aimbridge does not co‑invest equity; the role may attract third‑party capital partners and, in strategic cases, propose Key Money participation. Capital markets knowledge/experience is valued.
Contracts, Due Diligence, and Risk
Drive term sheet and HMA negotiations with owners and counsel; coordinate with Aimbridge Legal for documentation and due diligence.
Collaborate with the Director of Legal – Aimbridge CALA on legal/tax/regulatory items (e.g., condo‑hotel regimes, licenses, unions) as needed; coordinate technical due diligence via Technical Services.
Ensure alignment on pre‑opening and transition services agreements with the Director of Transitions; confirm budgets, timelines, and resource planning prior to signing.
Brand, Operator, and Owner Relations
Engage brand owners on A&C processes and TSAs in partnership with Technical Services.
Maintain executive‑level relationships with owners/developers throughout the process;
Lead owner onboarding post‑signature through hotel opening, then coordinate handover to Operations.
Internal Collaboration and Governance
Maintain rigorous pipeline hygiene in the approved CRM (Salesforce preferred): stages, probabilities, dates, expected fees, keys, and next steps.
and approval protocols.
Provide market intelligence and competitive insights to inform Aimbridge’s regional strategic planning.
Location and Travel
Travel: 70–80% across the Caribbean for sourcing, owner meetings, conferences, site inspections, and transaction work.
Candidate Profile and Qualifications
Languages: English and Spanish required; French desirable.
Travel: 70–80% across the Caribbean.
Experience: Minimum 10 years in hotel development in the Caribbean/LatAm region with leading hotel operators or global brands/franchisors; All Inclusive experience is a must, EP experience is preferred.
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 Caribbean; candidates with developed personal pipelines are preferred.
Technical fluency: Comfortable reading feasibility studies, pro‑formas, and sensitivity analyses; advanced Excel required.
Seniority Level Executive
Employment Type Full‑time
Job Function Business Development
Benefits
Medical insurance
Vision insurance
401(k)
Student loan assistance
#J-18808-Ljbffr