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Aimbridge Hospitality · 2 hours ago

Vice President of Business Development – Caribbean

Miami, FL

Full-time

Hybrid

Director/Executive

10+ years exp

Aimbridge Hospitality is a leading company in the hospitality industry, and they are seeking a Vice President of Business Development for the Caribbean region. This role involves leading the sourcing and closing of new hotel management agreements across the Caribbean, focusing on All Inclusive and European Plan resorts, while managing relationships with developers and stakeholders.

Asset ManagementHospitalityHotel

Responsibilities

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/IHG/Accor/Wyndham/Hard Rock/ Melia / Margaritaville), and brokers

Represent Aimbridge at key industry forums ( ALIS CALA, CHICOS, and local forums) and conduct targeted roadshows to drive funnel growth

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

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

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

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

Maintain rigorous pipeline hygiene in the approved CRM (Salesforce preferred): stages, probabilities, dates, expected fees, keys, and next steps

Adhere to established development governance, memo templates, valuation frameworks, and approval protocols

Provide market intelligence and competitive insights to inform Aimbridge’s regional strategy

Qualification

Hotel development experienceCommercial acumenCapital markets knowledgeNegotiation skillsSalesforce proficiencyMS Office proficiencyBilingual EnglishBilingual SpanishRelationship managementTechnical fluencyEstablished network

Required

Bachelor's degree required

English and Spanish required

Travel: 70–80% across the Caribbean

Salesforce preferred; MS Office (Excel, PowerPoint, Word) required

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

Demonstrated ability to originate and close HMAs, manage complex negotiations, and coordinate cross-functional diligence

Strong grasp of management fee structures, performance tests, owner priorities, key money constructs, underwriting drivers, and brand selection dynamics

Ability to engage with investors/lenders and, where strategic, structure key money proposals; no equity co-investment by Aimbridge

Established network with developers, owners, lenders, brands, and brokers in the Caribbean

Comfortable reading feasibility studies, proformas, and sensitivity analyses; advanced Excel required