IHG Director, National Sales, Japan in Tokyo, Japan


Do you see yourself as Director, National Sales, Japan?

What's your passion? Whether you're into tennis, shopping or travel, at IHG we're interested in YOU. At IHG we employ people who apply the same amount of care and passion to their jobs as they do their hobbies - people who put our guests at the heart of everything they do. And we're looking for more people like this to join our friendly and professional team.

The Director of National Sales is primarily responsible for the growth of sales revenue from the team to IHG ANA hotels Japan. He/She leads a team to drive total Japan hotels revenue and take responsibility for the achievement of targets. Behaves as a leader and role model to all employees. This includes active coaching of the sales team in engaging with customers and networking their accounts. The candidate will need to be a bi-lingual Japanese/English speaker (additional Asian language a serious plus).

Essential Duties and Responsibilities – (Key Activities of the role)

Strategic Planning

  • Review business projections and develop annual sales plans with the Director of Regional Sales, Japan

  • Adjust to market conditions and trends

Financial Management

  • Responsible for the growth of National sales revenue

  • Accountable for activation of an agreed annual new business revenue target

  • Responsible for the National sales budget and travel expenditures for the team

  • Align and work closely with hotels, revenue management team, commercial team, global sales team in Japan and in other markets

  • Ensure that measurement processes are in place to track the production of all accounts and team members

  • Works in alignment of local hotel sales plans to maximize opportunities and work effectively across the estate

  • Prepare and submit annual Budget plan to Director of Regional Sales, Japan for Approval

People Management

  • Manage the effectiveness of the Sales Team

  • Conduct weekly reviews of sales/coordination personnel activity to ensure targets and sales objectives are being met

  • Appraise direct reports during annual appraisal process and recommend remuneration review for Japan to Director of Regional Sales

  • Work with Director of Regional sales, Japan to develop succession plans and identify high potentials.

  • Prepare and review with Director of Regional Sales, Japan the Talent Development Plan for the Sales Teams


  • Strong product and market knowledge

  • Actively engages on the market, voice of the market to GSO and DRS and to regional offices

  • Monitors competitor activities and reflect them for own sales actions. Position the IHG ANA hotels as #1 in the country

  • Gain sales leads (Room and C&E) to achieve goals on responsible segment / industry for all Japan hotels

  • Allocate accounts across team and support in the account management by active coaching, joint visits, sales activities,

  • Develop and maintain a regular pattern of sales calls; meeting with principals of target market segment

  • Manages his own portfolio of accounts on a designated segment

  • Develops and maintains contact with business generators for both rooms and C&E such as: convention planners, visitors/convention bureau, travel agents, tour operators, airlines, local corporate accounts, government, sports and Entertainments etc.

  • Plan and conduct familiarization tours and site inspections when relevant

  • Travel when required to visit clients/hotels

  • Update hotels on activities and results on a regular basis

  • Monitors existing business and inputs into sales strategy meetings to maximize business.

  • Assists with the preparation of new products and services.

  • Update weekly the Director of Regional Sales Japan and make sure alignement is in place at all time

  • Manages NSO budget and travel expenditures

  • Works with Sales effectiveness and supports identifying training needs or tool updates for the hotel teams


Skills –

  • Demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.

  • Good writing skills

  • Reporting skills

  • Leading a team, coaching, ability to manage fairly

  • Market knowledge on major Asian markets, MICE business, sport and major events sales

  • In-depth knowledge of sales principles and techniques, skills and understanding of revenue management principles

  • Strong client management, problem solving and organisation skills

  • Effective presentation and negotiation skills

  • Strong knowledge of IHG products, rates and marketing programs

  • Good PC skills

  • Strong motivational team leader

  • Fluent English and Japanese

  • Additional Asian language a bonus

Qualifications –

  • Bachelor’s degree or Diploma in Sales, Hotel Management, Business Administration, or related field preferred.

Experience –

  • Proven track of extensive hotel experience or an equivalent combination of education and experience.

To find out more about us or any other jobs with IHG, please look at www.careers.ihg.com/Japan

Job: Executive / Corporate

Location: Japan-Tokyo-To-Minato-ku Akasaka

Requisition ID: R134705