Director, Global Sales Strategy
Location: United States, Georgia, Atlanta
Address: 1 - Corp Atlanta Ravinia, Three Ravinia Drive, Suite 100, 30346
Job number: 168537
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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Who we are
At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You’ll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there’s Room for You at IHG.
Over recent years, we’ve transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love.
We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That’s why here at IHG, we give our colleagues flexibility and balance – working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that’s why leaders work with teams to determine how and when they collaborate.
We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference.
Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.
Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.
Important information:
- The salary range listed is the lowest to highest pay scale we, in good faith, believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.
- No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
- EEO Is The Law - click here for more information about Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled/Sexual Orientation/Gender Identity.
- If you require reasonable accommodation during the application process, please click here.
- IHG does not accept applications, inquiries, or unsolicited CVs/resumes from staffing or recruiting agencies. Please click here for our agency policy.
- If you are a resident of or applying to a job opening in the State of Washington, please click here to read about applicable benefits.
- For roles or applicants in San Francisco only: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
