Director, Commercial - East/West

Your Day to Day: 

Job Summary – 

This role provides strategic and commercial direction to both the above and on-property teams and hotel sales and marketing teams holistically across all functions of sales, marketing, distribution and relationship marketing and revenue management within all regions of IHG locations to drive performance across the hotels and channels, deliver outperformance in RGI, and surpass budgets across the region. Works closely with RVP Commercial, Luxury & Lifestyle AMER, and functional leader roles (Ops/Finance/P&C/R&B to optimize opportunities through proactive planning and execution of tactical plans across the region, which ultimately stimulate demand, optimize revenue performance and generate market share for brands/hotels. Drives the commercial teams to optimize total account management and next generation sales principals to ultimately increase delivery in sales channels across the region. This role also requires the building of a working culture to support our Winning Ways of Do the right thing, Show we care, Aim higher, Celebrate difference and Work better together. 

Essential Duties and Responsibilities 

● With accountability across the sales, marketing, revenue management and distribution and relationship marketing functions for on-property commercial teams. This role works closely with the RVP Commercial and functional leaders roles (Ops/Finance/P&C/R&B functional leaders to ensure implementation and delivery of top-line revenue initiatives, best practices to hotels and deliver on channel performance and outperformance in RGI. 

● Sets the strategic direction for the commercial teams and ensures their annual sales targets are met or exceeded through the driving of the next generation sales principals and total account management delivery. 

● Provides commercial direction to property teams in the development of effective sales, revenue, and marketing strategies and plans to ensure rate and occupancy objectives are achieved. Keeps abreast of best practices in the region and tailors activities to specific areas/countries 

● Works with Regional Directors of Operations, General Managers, Directors of Sales & Marketing, and Directors of Revenue Management to review business projections and develop commercial tactical initiatives which support annual area revenue goals and returns to owners, shareholders and franchisees for new and existing hotels 

● Manages the development and pipeline of talent of the on property commercial and above property commercial teams through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals 

● Is accountable for the on-property delivery of all systems and channel delivery, and works closely with the LLTS Marketing teams & outside agencies (where applicable) to ensure objectives and targets are exceeded. 

What We Need From You: 

Qualifications – 

● Minimum of 5 years in either Director of Revenue, Director of Sales, or Director of Marketing 

● Bachelor degree or equivalent 

Required Skills – 

● Establishes goals and objectives and sets performance targets 

● Ability to manage multiple tasks 

● Deliver presentations with impact

● Partnership driven 

● Can meet deadlines 

● Thinks globally 

● Appreciation of hotel and distribution systems 

● Ability to analyze, interpret and extract trends from data 

● Display an understanding of the markets 

● Demonstrate an affinity with technology 

● Creates work environment that: 

⇒ Energize, motivate and support employees 

⇒ Foster a climate of open communication, trust and respect 

⇒ Encourages team behavior 

● Effectively communicates with all levels 

● A strong leader, who can articulate a vision and translate it to reality 

● Creative thinker 

● Understands people, people focused 

● Strategic and tactical thinker 

● Is patient, yet persistent 

● Culturally aware and sensitive 

Experience – 

Requires individual with typically 

● Strategic marketing experience 

● Experience in commercial le