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Senior Director, Development - Renewals and Retention - Asia Pacific

15 days ago: Hilton

Job Description

As the Senior Director, Development - Renewals and Retention - Asia Pacific, you are responsible for the entire renewal and retention process within Asia Pacific. The objective is to maximize the number of hotels that remain within the Hilton portfolio thus actively contributing to NUG. You will be responsible for developing and implementing the renewals and retention strategy and for partnering with all necessary internal and external stakeholders to appropriately deliver the targeted performance objectives.


You will create and maintain the profile of Hilton with industry partners and members of the investment community, and liaises appropriately with the Area President and Senior Vice President Development to ensure all activity and communication is in line with agreed corporate themes and practice.


You should be a skilled negotiator who will achieve the optimal terms for Hilton whilst effectively managing the long-term relationships with investors, owners etc.



What will I be doing?



The Senior Director, Development - Renewals and Retention - Asia Pacific will be responsible for performing the following tasks to the highest standards:


  1. Contract Renewal : Strategy Partners with colleagues from across the business to create, articulate, refine and agree Hilton’s contract renewal strategy for Asia Pacific with respect to Hilton’s chosen brands and business models.
  2. Renewal Execution : Manages the relationship with owners, internal and external advisors (particularly legal advisors) and colleagues to negotiate and execute renewals in line with agreed priorities and in line with Hilton standards and in conformity with corporate approvals protocol. Negotiations are conducted with the objective of securing integrative gains rather than distributive (zero sum) outcomes.
  3. Retention : Responsible for working with colleagues from across the business to identify issues that may put at risk existing Managed & Franchised hotels. Is responsible for coordinating activities and discussions to agree strategies to mitigate these risks and once agreed securing necessary approvals and subsequent contract amendments if required.
  4. Relationship Management : Establishes, enhances and maintains productive, quality working relationships with the development community, owners (current & prospective), industry consultants, financiers, developers, real estate advisors, government officials and the wider business community to the ultimate benefit of the development function. Is recognized in the Industry as Hilton’s ASIA PACIFIC leader on all matters related to renewals and retentions.
  5. Analysis & Evaluation : Provides quick and accurate assessments of business opportunities, ensures early consensus on business projections, key business owners, etc. Works effectively with colleagues to rapidly filter opportunities and establish appropriate prioritization of projects. Provides candid and early identification of risks and opportunities associated with renewal projects.
  6. Deal Structures/Creative solutions/thinking : Rapidly agrees deal structures, negotiating parameters and fallback positions with relevant colleagues.  Ensures Operations VPs are fully involved and that Policy guidelines are followed. Generates creative structures and mechanisms to deliver deals without adding unnecessary complexity.  Works with HILTON systems and processes to mitigate risks, communicating effectively both formally and informally to avoid surprises/issues.
  7. People Management : In time it is anticipated this team will grow as Hilton’s presence in the region grows and renewal and retention activity further increases. For now, the role holder must be able to influence decision making up to and including the Area President and EC Member for Global Development.
  8. Hilton Brands and Management Standards : Maintains up to date knowledge of Hilton brands and product initiatives and accordingly executes appropriate sales strategies.  Ensures development is delivered at current Hilton standards.



Supportive Functions

In addition to performance of the essential functions, you may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.


  • Maintain excellent and transparent filing and administration system. 
  • Maintain accurate and agreed Renewal & Retention Activity reports.
  • Complete Development Authorities – liaise appropriately and early to approvals in place. 
  • Prepare appropriate documentation to secure Investment Committee Approvals etc. 
  • Ensure a crisp and concise handover of projects to Operations/Brand. 
  • Work effectively with finance/legal and other functions to complete due diligence in line with policy and best practice. 
  • Maintain functional general and administrative activity within budget.
  • Ensure timely and appropriate involvement of technical services, brand and operations teams.

What are we looking for?

A Senior Director, Development - Renewals and Retention - Asia Pacific serving Hilton Brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviors, skills, and values that follow:


  • Bachelor's Degree in any discipline
  • Analytical skills : the ability to absorb and understand complex and often unfamiliar written and numerical data so that projects are initiated, managed and concluded against clear timelines and are rooted in clear financial advantage for Hilton. Financial knowledge (capital sources, some understanding of corporate finance, clear mastery of NPV and IRR measurements) is also essential. In addition, the candidate must have extensive understanding of how hotel management agreements are structured and negotiated. 
  • Interpersonal skills : the ability to form and maintain effective and professional business relationships with a wide number of contacts and partners - both internally and externally. The jobholder must be comfortable talking and negotiating with senior corporate figures and be able to influence them through a mixture of their financial and technical knowledge and their interpersonal agility and flair.
  • Leadership skills : the ability to manage, enthuse and direct a small team in a demanding and competitive market-place. Many of the team members will be part-time or work on a contract basis and be based away from the jobholder's location. The ability to support, guide and lead such a mixed group is essential.
  • Knowledgeable in customs/laws in appropriate countries and hotel management agreements.
  • Fluent in verbal and written English.
  • Self-confidence, resilience and drive are essential to the success of this role.
  • A strong, personal desire for success and achievement is of central importance.
  • At least 10 years’ experience in hotel development at senior level Hotel Operations, Sales, Finance or Real Estate/Development experience.
  • Franchising experience (Preferred)

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision “to fill the earth with the light and warmth of hospitality” unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!


As the Senior Director, Development - Renewals and Retention - Asia Pacific, you are responsible for the entire renewal and retention process within Asia Pacific. The objective is to maximize the number of hotels that remain within the Hilton portfolio thus actively contributing to NUG. You will be responsible for developing and implementing the renewals and retention strategy and for partnering with all necessary internal and external stakeholders to appropriately deliver the targeted performance objectives.   You will create and maintain the profile of Hilton with industry partners and members of the investment community, and liaises appropriately with the Area President...