Vice President of Capital Markets

About this position

Hotel Equities
, one of the leading hotel management companies in the industry, is searching for an exceptional Vice President of Capital Markets
, responsible for building quality relationships with active hotel investors across North America.

Position Summary:

The Vice President of Capital Markets position is an executive role responsible for expanding Hotel Equities’ relationships with hotel owners and investors. This individual will be responsible for cultivating strong relationships with institutional owners, private equity groups, REITs, family offices, debt funds, and similar multi-unit owners and investors, with a goal to position Hotel Equities as their first choice to manage the hotels that they acquire.

This individual will also serve as the company’s primary point of contact for finding buyers for hotels positioned for sale within the Hotel Equities’ managed portfolio, and negotiating with new buyers to “relink” (retain) the hotel management contract.

The VP of Capital Markets will report to and work closely with the Chief Investment and Chief Development Officers to identify opportunities, generate analysis and proposals, and ultimately negotiate and secure hotel management agreements. The ideal candidate has significant experience in a similar role in the hospitality industry, with a large, well-established network of hospitality industry relationships across North America.

• Spend at least 40% of their time on sourcing, developing, and maintaining relationships with active hotel investors across North America, expanding Hotel Equities’ capabilities securing management contracts on new acquisitions as well as when there opportunities to replace an incumbent hotel manager.
• Spend at least 40% of their time increasing the contract retention or “relink” rate when a currently-managed hotel is planned for sale and Hotel Equities is retained under new management agreement with the new owner.
• Identify and pursue new management opportunities by use of the company database, networking, attending industry events, exhibitions and through client entertainment
• Research potential business relationships and opportunities and create a prospect list for targeting
• Generate loyal new business from their existing business contacts via face-to-face meetings

• Work closely with Hotel Equities’ underwriting team to effectively analyze opportunities and create compelling client presentations
• Manage RFP submittals and ensure the company process and ultimate presentation best positions the firm for success
• Create a prospect list for targeting via research and other tools
• Apply excellent commercial judgment in assessing risks and rewards of new business opportunities and clients.
• Submit weekly progress reports and ensure data is accurate for reporting
• Ensure external communication is free from errors and professionally represents and address the client questions
• Support contract compliance through the negotiation of company contractual and payment terms, ensuring all aspects are understood and accepted
• Work without constant supervision and willing to work outside the normal 9-5 with flexible working hours including some weekends to accommodate business needs

Job Requirements:

• Bachelor’s Degree
• Understanding of the business of hotel investment/ownership and operations
• At least 5-10 years of experience in a similar role with a hotel broker, management company, investment firm, asset manager, consultant, or brand
• Excellent analytical and commercial ability to assess and communicate business opportunities
• Fluency in debt and equity capital structures, reading and understanding financial and operating statements, as well as legal and ownership structures.
• Excellent organization and prioritization skills
• Strong interpersonal and communication skills (oral and written)
• Demonstrated ability to effectively negotiate with clients and close deals.
• Fluency in excel as well as other software to manage and manipulate data and produce meaningful analysis and presentations
• Strength working as both a team member and a team leader
• Ability process new information quickly and respond appropriately to change
• Solid project management…