Job Description

Direct all regional sales strategy activity focused at a specific market segment or territory. Focus on the overall sales strategy efforts and specifically, but not exclusively, on the Globa Sales Vertical Account Programs and delivery of sales metrics to meet territory, brand, hotel and management Company contribution goals. Direct and coach the efforts of the sales strategy team in assigned area; guide and assist in the activities of other sales assets across global sales. Act as primary point of contact on the assigned sales strategy team and/or territory to Head of Segment Sales, other internal, or external (management company / hotels) and serve as the acknowledged expert on Global Sales account portfolio and customer issues within this market sector or territory.

Your day to day

• Direct the goal setting, sales strategy planning and implementation of the key client programs with sales personnel throughout the Global Sales Organization (GSO). Manage performance-to-plan and identify market opportunity at all levels.
• Responsible for strategy team goal setting and performance optimization of customer revenue, room night and share of spend targets for the sales team in designated segment or territory.
• Implementation of strategic roadmaps for every GSO segment / vertical.
• Maintenance of regular communications engagements with field sales and Global Liaison teams, staying close to changing business customers and regional trends.
• Introduce and promote to sales teams, major programs and promotions as directed. This may include all loyalty programs, worldwide sales programs or tools.
• Set GSO go to market enterprise standards and repeatable frameworks. Translate market and field intelligence into actionable strategies.
• Work closely with Hotel Sales & Marketing Support and Commercial teams as it relates to the segment and/or territory and act as a partner, on behalf of the team, to drive on-property sales performance of accounts in portfolio.
• Recommend and implement training, education or support requirements for Global Sales Strategy team members.
• Record, review and maintain appropriate sales reports for senior sales management, inclusive of (but not exclusive to) monthly internal reviews, program adoption, and performance management.
• Coordinate with Head of Segment or Territory Sales in all reasonable ways and regularly contribute to departmental and divisional strategy.
• May ensure sales strategy personnel work with the principal segments or vertical portfolios, and in partnership with other segments or account portfolios as applicable.
• Conduct regular reviews for program and tool adoption for designated team members.
• Plan, organize, control and lead subordinate functions within established budgetary and manpower plans; establish goals, performance standards, and operating procedures for assigned functions.
• Coach and develop team members; hire, fire, assess, discipline, document performance, recommend salary and classification changes. Act as an advisor to subordinate managers or staff to help meet established schedules and/or resolve technical or operational problems.

What we need from you

• Bachelors or Master's Degree in Marketing, Management, or other relevant field of work or an equivalent combination of education and work-related experience.
• 10 years progressive work related experience with demonstrated proficiency in multiple disciplines/technologies/processes related to the position as well as 3 to 5 years managing teams and/or significant complex projects.
• Demonstrated project management experience in organizing, planning and executing projects from conception through implementation.
• Demonstrated experience in leading and developing people in a global environment.
• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff.
• Demonstrated experience managing a strategy or sales function in the travel assigned market segment or territory. Previous leadership in the travel industry is required. Demonstrated knowledge of hotels and hotel sales and marketing, and business planning preferred.
• Demonstrated business/financial negotiation and influencing/consensus building skills, including demonstrated closing ability and demonstrated ability to motivate sales staff
• Demonstrated ability to manage multiple projects in remote locations and partially structured environments.
• Demonstrated experience with franchise organization preferred.
• Experience working with stakeholders across multiple global geographies.

Travel – 25 - 30%

Location – Atlanta, GA/Hybrid or Remote: Preference is for candidates to reside in the Atlanta, GA area.

The salary range for this role is $138,000.00 to $200,000.00. This role is also eligible for bonus pay (as applicable). We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.

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At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey?