Job Description

What is the Job?

As a Portfolio Director of Sales & Marketing – South & East, 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 GMs, Revenue Management, Operations, and Corporate Commercial teams to maximize portfolio performance across the South & East region.

Your Day to Day

People

• Lead, mentor, and develop Directors 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.
• Drive engagement and alignment of commercial teams across all portfolio hotels.
• Foster a culture of collaboration between Revenue, Marketing, Operations, and Sales functions.

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, government, airline crew, project, and leisure business across the portfolio.
• Lead key account acquisition and retention strategies.
• Support hotels in securing large-scale events and strategic partnerships.
• Ensure portfolio participation in trade shows, roadshows, and commercial networking events.

Marketing & Brand Positioning

• Develop and implement portfolio marketing plans aligned with business objectives.
• Drive brand awareness, positioning, and reputation across all South & East 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.
• Champion promotional campaigns and tactical marketing initiatives to support business needs.

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.
• Ensure achievement of portfolio sales, revenue, and market share targets.

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.
• Ensure commercial commitments are effectively delivered at the hotel level.

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 IHG brand and company standards.
• Raise awareness and reputation of the portfolio across assigned markets.

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, cluster, 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.
• Strong knowledge of regional commercial markets and business trends.
• Willingness to travel extensively across the portfolio.

Accountability

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

The role leads the overall commercial agenda for the portfolio and serves as the primary commercial partner to the Cluster GM in delivering business results.

How Do I Deliver This?

We genuinely care about people and we show this through living out our promise of True Hospitality each and every day. It's what connects every colleague in all IHG® hotels.

• True Attitude: Being caring, wanting to make a positive difference, and building genuine connections.
• True Confidence: Having the knowledge and skills to perform your role and inspire confidence.
• True Listening: Understanding stakeholder and guest needs through active listening.
• True Responsiveness: Delivering timely and effective solutions that drive results.
  

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)