Director Investment Sales – Hotels & Hospitality Full Time

The Director, Hotels & Hospitality will lead the representation of clients in the acquisition and disposition of hotel and hospitality assets, originating and executing investment sales assignments from initial business development through closing. This role serves as a senior advisor to clients, applying hospitality-specific market intelligence, financial analysis, valuation methods, and transaction strategy to position opportunities, negotiating effectively, and deliver successful outcomes.

Responsibilities

• Drive the growth and expansion of Berkadia’s Hotels & Hospitality Investment Sales practice by originating, structuring, marketing, negotiating, and closing acquisition and disposition assignments.
• Build and nurture relationships with hotel owners, operators, investors, developers, and other industry participants, serving as a trusted advisor on asset positioning, valuation, and transaction strategy.
• Lead the preparation and review of investment memorandums, valuations, pitch materials, and client presentations, ensuring that financial and market analyses support a compelling investment thesis.
• Evaluate hotel operating performance and value drivers by reviewing property-level profit and loss statements, competitive-market STR reports, industry benchmarks, and relevant economic and demographic trends.
• Direct and assess financial modeling and alternative valuation methodologies, including discounted cash flow, direct capitalization, comparable sales, and internal rate of return analyses.
• Advise clients on hospitality market conditions by analyzing comparable sales, operating rates and expenses, construction pipeline activity, investment sales activity, capital markets, submarket dynamics, and other hotel-specific considerations.
• Oversee acquisition and disposition underwriting, due diligence, property tours, third-party reports, transaction documentation, and buyer and seller communications to support timely execution and informed decision-making.
• Develop and execute marketing strategies across appropriate channels to maximize exposure, generate qualified interest, and achieve optimal transaction outcomes.
• Collaborate with Mortgage Bankers and other Berkadia partners to identify opportunities, deliver integrated client solutions, and strengthen the Berkadia brand.
• Maintain current knowledge of hospitality and commercial real estate trends through industry research, surveys, conferences, seminars, and association participation.
• Other duties as assigned.

Preferred Qualifications

• Demonstrated experience originating and executing commercial real estate investment sales transactions, with hotel or hospitality experience strongly preferred.
• Strong knowledge of hotel real estate value drivers, including property operating performance, capital markets, submarket dynamics, supply and construction pipelines, and hospitality-specific market considerations.
• Ability to interpret profit and loss statements, competitive-market STR reports, industry benchmarks, market data, and valuation analyses and translate findings into clear client recommendations.
• Working knowledge of valuation methodologies such as discounted cash flow, direct capitalization, comparable sales, and internal rate of return analysis.
• Proven ability to simplify and communicate complex financial and market concepts in writing, presentations, and client discussions.
• Strong business development, negotiation, organizational, and relationship-management skills, with the ability to manage multiple assignments and changing priorities in a collaborative environment.
• Exceptional attention to detail and excellent verbal and written communication skills.
• Proficiency in Microsoft Office, including Outlook, Word, PowerPoint, and Excel; familiarity with hospitality and real estate research or transaction databases preferred.

Preferred Education & Experience

• Bachelor’s degree or equivalent experience
• Typically three or more years of relevant commercial real estate investment sales, brokerage, hospitality, financial analysis, underwriting, or transaction experience, including demonstrated responsibility for client relationships and transaction execution

Source: Berkadia Career Page

Tagged as: Brokerage Firm