Job Description

Purpose of Role: This role is responsible for ensuring that hotels open On Time, On Brand and On Budget by supporting the Director, NHOP Commercial and Commercial in region to manage the onboarding and sales activation for new hotel openings and hotel conversions, coordinating activities of sales, marketing, PR, Channels, distribution and relationship management through the utilization and embedding of common sales and commercial tools, processes and procedures. Key Accountabilities:

• Embed and activate the Sales NHOP Toolkit and Playbook completing all Sales activation and onboarding. Ensuring all tasks are completed on time (as per brand requirements), by the correct person or team and the relevant tools have been effectively embedded.
• Sales Onboarding for sales manager and above newcomers through maintaining & executing a training calendar
• Activation of all Sales Tools while working closely with commercial leads to ensure any applicable processes, tools and procedures are consistently applied in all estate while focusing on the identified need hotels
• G&M SEAK Site lead with maintaining, executing and driving hotel champions to develop a MICE winning culture
• Develop responsibility for implementing strategic initiatives for improving commercial performance in sales influenced segments, such as demand and conversion performance and team development across SEAK for on property Sales and Group, Meeting & Events Team Member.
• Coordinate and measure SEAK Sales new hotels activities against targets, OTB, RGI & flag gaps. Establish sales impact in revenue and RGI performance (IWOS Engagement Reports).
• Key Event Lead for global/regional activities like Global Customer Confidence Week, Global Meetings Industry Day, Closing Day, etc with clear activity plan, communications and deliveries for on SEAK Hotels.
• Point of contact for the on-property Sales team as the Sales subject matter expert
• They offer intelligence from 3rd party and data sources to existing / new hotels on maximizing revenue & conversion from all segments (Corporate, Groups & Meetings, Specialty markets like airlines)
• They offer functional expertise in leveraging RFP tool specifics, rate load deep-dives, groups-and-meetings specifics around hybrid technology and others to the new hotels
• Consults with new hotels on RFP business cases / WWW process; ensures a timely and robust submission to safeguard business; business case training with Existing/ New Hotels as per Global instructions
• Drives strategic bespoke conversations between new hotels and key account owners (KAM/KAD/GAD) to optimise ramp up; identifies which accounts to go after and consults on sales strategy. Liaises with Global Sales Effectiveness as needed.
• Represents new hotels in conversations with the wider Sales team (regional and global) to centralise flow of information.
• Carries out a comprehensive post opening sales health check to flag opportunities for ramp up and updates Javelin against Hotel Object.
• Uplifts the new hotels presence among wider seller\xe2\x80\x99s community (Javelin) and SEAK Sales Brand Ambassadors.
• Responsible for delivering a rolling calendar of educational sessions for functional support, sellers and relating to sales initiatives e.g. Account Workshops

Educational Attainment:

• Degree or equivalent international degree in Marketing or Business desired

Critical Expertise & Experience:

• Is able to demonstrate external industry knowledge and continuous leaning, keeping up to date with current trends
• International hotel brand strategic sales and marketing experience
• Experience in Hotel Sales and Marketing in a senior management role
• Clear project management capability
• Has experience participating in an industry task force
• Good working knowledge of IHG systems (including IHG Javelin) and the ability to understand and drive outcomes within the IHG network
• Has a deep understanding of the markets and the context of operating in a diverse region
• Strong impact and influence skills

To apply, please go to IHG Careers https://careers.ihg.com and input job code 118148