Job Description

What is the job?

As a Portfolio Director of Sales & Marketing – North & West, you'll lead the commercial agenda across the assigned hotel portfolio, driving revenue growth, market share, brand visibility, and profitability. You will be responsible for developing and executing portfolio-wide sales, marketing, distribution, and business development strategies while ensuring alignment with brand standards and commercial objectives.

The role provides leadership to hotel commercial teams and works closely with Cluster GM, Revenue Management, Operations, and Corporate Commercial teams to maximize portfolio performance.

Your Day to Day

People

• Lead, mentor, and develop Cluster Directors of Sales, Associate Director of Sales, Sales Managers, and Marketing teams across the portfolio.
• Create a high-performance commercial culture focused on accountability and results.
• Drive talent development, succession planning, and capability building.
• Establish portfolio-wide sales and marketing standards and best practices.
• Collaborate closely with Cluster GMs and hotel leadership teams.
• Conduct regular commercial reviews with hotels and provide strategic direction.

Sales & Business Development

• Develop and execute portfolio sales strategies to achieve occupancy, ADR, RevPAR, and market share objectives.
• Build and maintain relationships with key corporate accounts, travel management companies, government bodies, airlines, and strategic partners.
• Identify new business opportunities and emerging market segments.
• Drive corporate, MICE, crew, government, and leisure business across the portfolio.
• Lead key account acquisition and retention strategies.
• Support hotels in securing large-scale events and strategic partnerships.

Marketing & Brand Positioning

• Develop and implement portfolio marketing plans aligned with business objectives.
• Drive brand awareness, positioning, and reputation across all markets.
• Oversee digital marketing, social media, content strategy, and online reputation management.
• Partner with external agencies and vendors to maximize marketing effectiveness.
• Ensure consistency in brand standards and communication across all hotels.
• Drive local marketing initiatives to generate incremental demand.
• Evaluate marketing ROI and optimize investment strategies.

Revenue & Commercial Performance

• Own portfolio revenue performance and market share delivery.
• Partner with Revenue Management teams on pricing, segmentation, and distribution strategies.
• Monitor market trends, competitor activity, and demand forecasts.
• Review commercial performance regularly and implement corrective action plans.
• Lead annual budgeting, forecasting, and commercial planning processes.
• Drive commercial initiatives that improve profitability and revenue generation.

Guest Experience

• Ensure commercial strategies support exceptional guest experiences.
• Leverage Guest Love, online reviews, and customer feedback to identify revenue opportunities.
• Collaborate with Operations to improve guest satisfaction and loyalty metrics.
• Promote upselling and cross-selling initiatives across the portfolio.

Responsible Business

• Represent the portfolio within industry associations and business communities.
• Promote sustainability initiatives and leverage them as commercial differentiators.
• Build strategic partnerships with key stakeholders and local communities.
• Ensure all commercial activities comply with brand and company standards.

What We Need From You

• Bachelor's Degree in Marketing, Business Administration, Hospitality Management, or related field.
• 10+ years of hospitality sales and marketing experience.
• Minimum 5 years in a senior commercial leadership role.
• Multi-property or portfolio leadership experience preferred.
• Strong understanding of hotel sales, marketing, revenue management, and distribution.
• Proven ability to drive revenue growth and market share gains.
• Strong leadership, negotiation, and stakeholder management skills.
• Excellent analytical and strategic planning capabilities.
• Willingness to travel extensively across the portfolio.

Accountability

This is the senior-most Commercial Leadership role for the North & West Portfolio and is accountable for sales performance, marketing effectiveness, revenue generation, market share growth, brand positioning, and commercial talent development across all assigned hotels.

What we offer:

5-day work week

On-duty meals

Medical insurance & ESIC (as applicable)

Learning & development opportunities

Employee stay and F&B discount across IHG hotels (as applicable)

Global Internal transfer mobility within IHG (optional, subject to eligibility & NOC)