Vice President of Business Development – Caribbean

Vice President of Business Development – Caribbean

Please note, this position is a business development role, not a construction or real estate development role. Please read job description prior to applying.

The Vice President of Business Development – Caribbean leads the end-to-end sourcing and closing of new hotel management agreements (HMAs) across the Caribbean, focusing on All Inclusive resorts, European Plan 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.

Primary Responsibilities

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.

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

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

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.

• Tools:
Salesforce preferred; MS Office (Excel, PowerPoint, Word) required; experience with…