Regional Commercial Director

Your day to day 

• Collaborate with FPS to guarantee a unified and seamless process to hotels and clients. Partner with Franchise Revenue team on sales and revenue strategy.
• Develop relationships with key counterparts in key management companies.
• 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.
• Identify potential clients and assist the local sales team in developing account penetration plan.
• Review IHG training and tools to improve IHG sales processes that drive performance, improve sales and marketing efficiency and build a stronger sales culture.
• Consult with the local sales team on best practices, IHG sales tools, and brand information to enhance the sales process and penetrate specific market segments and key accounts.
• Assess current channel strategy and consult with hotels on necessary actions to drive revenue through channel optimization.
• Advise on future channel strategy to maximize conversion (e.g., web content, photos, channel-based pricing packages)
• Communicate with FPS and other key internal stakeholders regarding next steps for hotel, owner, and/or management company to execute action plan.

What we need from you

• Bachelor’s or Master’s Degree in Hotel Management, Business, or a relevant field of work is preferred. Alternatively, an equivalent combination of education and work-related experience in hotel operations.
• 8+ years progressive work-related experience, with at least 5 years in hotel relevant sales and marketing which includes the development and execution of tactical sales programs (business plans) and regional or multi-hotel corporate experience a plus.
• Demonstrated ability to adapt consultation based on the complexity of the hotel, from limited service to full service.
• Ability to quickly build trusted relationships with owners, hotels, and internal IHG stakeholders in a limited amount of time.
• Demonstrated knowledge of marketing and sales principles, including segment & channel strategy.
• Demonstrated ability to interpret hotel performance data, and diagnose root causes of issues and develop action plans tailored to individual hotel/account needs that drive incremental revenue and market share.
• Demonstrated ability to understand competition in a market and identify gaps in hotel’s performance to competitors and execute a strategy to drive performance.
• Demonstrated understanding of hotel’s business mix and the ability to develop segmentation strategies and plans.https://careers.ihg.com/en/job-details/?jobref=Regional+Commercial+Director+-+Premium+Brands+%5bRichmond+VABaltimore+MDor+Columbus+OH%5d%7cUS%7c160443#168435