Website:
smaindia.net.in
Job details:
Position: Regional Head – Business Development, West Region
Company: Leading Luxury Hospitality & Experiential Leisure Group
Location: Mumbai
About the Company
We are hiring on behalf of our client, a well-established Luxury Hospitality and Experiential Leisure group in India, known for its portfolio of premium Hotels and Resorts and immersive guest experiences across scenic destinations.
The organization is recognized for delivering high-quality, design-led hospitality offerings with a strong emphasis on sustainability, local integration, and curated experiences. With a growing portfolio, the group continues to expand through strategic partnerships, new hotel development, and market expansion.
Scope of the Role
The Regional Head – Business Development, West Region will drive the company's hotel development strategy and expand its presence across key markets in Western and Central India.
The role involves identifying and converting new hotel development opportunities, building strong relationships with hotel owners and developers, negotiating commercially viable agreements, and expanding the portfolio through management contracts, leasing, revenue-sharing arrangements, brownfield opportunities, and conversion deals.
The position is based in Mumbai and reports to Vice President – Development based at Corporate office.
Objectives of the Role
- Drive hotel portfolio expansion across the West India region through strategic business development initiatives.
- Build a strong pipeline of hotel development opportunities across priority markets.
- Establish and strengthen relationships with hotel owners, developers, investors, consultants, and industry stakeholders.
- Identify and close commercially viable hotel management, leasing, and revenue-sharing agreements.
- Strengthen the company's market presence and achieve regional business development targets.
Key Responsibilities
Business Development & Hotel Portfolio Expansion
Identify, evaluate, and convert new hotel development opportunities across established and emerging markets. Develop a robust pipeline through owner networks, developer relationships, broker networks, industry forums, and direct outreach.
Market Development & Relationship Management
Build strong relationships with hotel owners, real estate developers, investors, consultants, and other key stakeholders. Develop a strong presence across Mumbai, Navi Mumbai, Thane, Pune, and Ahmedabad, while expanding into other priority markets.
Deal Origination & Commercial Negotiations
Lead discussions and negotiations for hotel management contracts, lease agreements, revenue-sharing arrangements, and other commercial structures. Work towards mutually beneficial agreements aligned with the company's expansion strategy.
Brownfield & Conversion Opportunities
Identify and secure opportunities involving existing hotels, brownfield projects, and hotel conversions. Assess redevelopment potential, ownership structures, and commercial viability to expand the portfolio.
Financial Modelling & Feasibility Assessment
Prepare and evaluate financial models for proposed hotel projects, including investment returns, profitability, commercial viability, and alternative contractual structures.
Market Intelligence & Strategic Expansion
Conduct market research, competitor analysis, and location assessments to identify attractive expansion opportunities. Develop a thorough understanding of local real estate dynamics, zoning regulations, redevelopment requirements, and parking norms.
Cross-functional Collaboration
Work closely with Project, Operations, Sales & Marketing, Finance, Legal, and external consultants to evaluate opportunities, negotiate terms, complete due diligence, and facilitate agreements through signing and handover.
Pipeline Management & Reporting
Maintain a comprehensive database of potential projects, owners, and market opportunities. Provide regular pipeline updates, market intelligence, and business development progress reports to senior leadership.
Qualifications & Experience
- 10–15 years of experience in hotel business development, hotel development,
- Strong relationships with hotel owners and developers, particularly across the Mumbai–Pune–Ahmedabad market.
- Proven experience in hotel signings, especially brownfield and conversion deals.
- Demonstrated ability to negotiate and close hotel management, leasing, and revenue-sharing agreements.
- Experience in closing at least 2–3 hotel development deals in Mumbai, Navi Mumbai, Pune, or Ahmedabad.
- Exposure to established hospitality brands, with an understanding of brand standards, compliance requirements, and hotel operating models.
- Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related discipline.
Key Skills & Competencies
- Strategic business development and deal origination
- Strong owner, developer, and investor relationships
- Hotel development and portfolio expansion
- Commercial negotiations and contract structuring
- Financial modelling and investment feasibility
- Market intelligence and competitor analysis
- Understanding of leasing, revenue-sharing, and management contracts
- Relationship building, stakeholder management, and communication
- Pipeline management, forecasting, and CRM discipline
- Cross-functional coordination and leadership
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