Market Sales Director

Role Purpose

Provide hands-on sales, marketing, and channel strategy consultation to owners, management companies, hotel Director of Sales, and General Managers for all IHG brands in franchised hotels when deployed by Franchise Performance Support (FPS) or as the need is identified by Operations Analytics & Insight or other groups at IHG. They will act as an extension of the hotel sales team by recomendint opportunities of booking Group meetings and Local Corporate Accounts at hotels within the defined market.  They will suggest opportunities  on prospect/identify/source new accounts in the local and regional market and work to secure room night business from those accounts in alignment with sales strategies, market strategies and IHG pricing strategies..

Key Accountabilities

• Analyze market trends and competitor performance to identify opportunities for revenue growth.
• Collaborate with Franchise Performance Ssupport to guarantee a unified and seamless process to hotels and clients. 
• Diagnose root cause of issues at hotel(s), prioritize information and create specific action plans based on data analyses to deliver incremental revenue and improve market share. 
• Analyze and interpret market research data, identify gaps in performance to determine hotel (s) strengths and weakness relative to its competitors.
• Based on hotel assessment determine appropriate consultation with key stakeholders, management companies, and/or hotels (including GM and Director of Sales), either over the phone or through an in person visit.
• Develop tactical and strategic sales and marketing plans with the hotel, owner, and/or management company designed to  maximize hotel revenues from local, regional, and national markets, to drive hotel-level sales performance, and market share position.
• Lead regional sales efforts for a portfolio of IHG hotels to perform sales prospecting efforts, develop qualified sales leads and convert rooms business.  This will be measured through various performance metrics to include consumed room night production and annual revenue goals. 
• Develop regional account relationships with group meetings planners and regionally based corporate business accounts. 
• Maintains key accounts list, lead list and prospect files for the purpose of converting business into IHG branded hotels. 
• Manages various projects to streamline sales processes and efficiencies of the regional sales operations.
• In a collaborative effort with other business units, IHG sales teams and Hotel sales teams, this position will assist in developing the initial operating plan for the regional sales organization. 

Key Skills & Experiences

Education –

• Bachelor's or Master’s Degree in Hospitality, Marketing, Business, or a relevant field of work, or an equivalent combination of education and work-related experience preferred. Professional sales designations and/or certifications preferred.

Experience –

• 6-8 years progressive work-related experience in the hospitality (hotel) industry with at least 2 years in a multi-property sales role as well as demonstrated understanding of technical and business knowledge and understanding of multiple disciplines/processes related to the position.

Technical skills and Knowledge –

• Possesses strong sales skills and follows a sales process, using prescribed methods and practices.
• Understands and has experience in the local and regional markets.
• Has the ability to identify and plan sales activities in key feeder cities.
• Has extensive knowledge of the segments which are viable in the market.
• Has a good reputation among the hotel, civic and client community. Is actively involved in industry related organizations.
• Can develop compelling business case information to have hotel included in RFP solicitations, understands RFP negotiation and submittal process.
• Able to develop and implement a strategic sales plan.
• Ability to analyze STAR, Hotelligence, Market Vision data to make strategic decisions.
• Regional/national sales experience preferred.
• Computer knowledge, especially with web-based applications, proprietary revenue management systems.
• Good background in yield management, sales strategy, market analysis.
• Able to identify the difference between activity and productivity.
• Self motivated, excellent time management and prioritization skills. Sets aggressive goals for self and strives to meet and exceed goals.
• Strong written and verbal communication skills.
• Outgoing, friendly and establishes rapport easily.
• Prefer applicant who has thrived in a home-based business/virtual office setting. Must have or be able to establish a dedicated home office space with HSIA connectivity.
• Balance work and personal life to optimize time during prime selling hours.
• Has a passion for sales and working with clients. Able to complete administrative tasks within deadlines and with high degree of accuracy.