Mark Williams

Examiner
DISC Type : sc

Managing Director Franchise Development at Extended Stay America

Pompano Beach, Florida, United States

Overview

Mark Williams is a hospitality executive with over 27 years of experience specializing in franchise development for major hotel brands. As Managing Director at Extended Stay America, he drives the companys franchise growth across North America. He previously held senior development roles at Radisson, Red Lion, and spent 20 years at Best Western. People who have worked with him describe him as supportive, strong, and a person of integrity.

He is a graduate of The Ohio State University Fisher College of Business with a degree in Marketing.

Unique fact: Mark champions hotel conversions as a key growth strategy, noting they can be opened in 6-8 months versus 3 years for new construction, providing a faster market entry.

Personality Overview

Overcautious

Tough To Convince

Late Adopter

The only way to convince them is by showing them examples and ample proof.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Extended-Stay Hotels
He is a leader in what he calls the "hottest segment in the industry" and focuses on its unique resilience and growth opportunities, which he believes has "more legs" than other segments.
Franchise Growth
His entire career has centered on franchise development. At Extended Stay America, he is responsible for growing the brand's footprint through new builds and conversions across North America.
Hotel Conversions
He views conversions as a significant opportunity, especially with high construction costs, as they allow owners to get to market much faster and at a considerably lower cost.

Media Appearances

Why Extended Stay America's Mark Williams sees more opportunities than challenges in 2025. Featured in Hotel Investment Today

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Why Extended Stay America plans to keep its hotel growth momentum – Mark Williams video. Featured in CoStar

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ESA Signs Deal With BASK Development. Featured in Extended Stay America Franchise

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Work History

6-2020
Managing Director Franchise Development at Extended Stay America
10-2017 - 6-2020
Senior Vice President, Development, Americas at Radisson Hotel Group
9-2014 - 10-2017
Vice President at Red Lion Hotel Company
9-2013 - 8-2014
Director Business Devleopment Franchise at G6 Hospitality LLC
2-1993 - 7-2013
Vice President North American Dev at Best Western® Hotels & Resorts

Education

1976 - 1981
BSBA from The Ohio State University Fisher College of Business

More Information

Social Presence :

Prographics :

Exp : 32 Location : Pompano Beach, Florida, United States Job Level : Mid-senior Designation : Managing Director Franchise Development at Extended Stay America
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Mark

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Mark take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Mark

Personality Compatibility


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