IHG Director Market Segment Sales in Guadalajara, Mexico

Director Market Segment Sales

Job Number R156984

Hotel Brand: IHG Corporate

Americas - Mexico - Jalisco - Guadalajara

Description

About us

Bringing True Hospitality to the world.

We want to welcome you to a world of bringing True Hospitality to everyone. When you join us at IHG®, you become part of our global family. A welcoming culture of warmth, honesty and a passion for providing True Hospitality.

We pride ourselves on letting your personality and passions shine, recognizing the individual contribution you make and supporting your ambition to learn and create your own career path. In making a difference to our guests and owners, colleagues and communities, every day is a chance to create great and unique experiences, in your own way.

With over 370,000 colleagues in nearly 100 countries sharing our values, there’s countless opportunities at your fingertips.

We’re growing; grow with us.

Your day to day

Job Summary

Direct all regional sales activity within a specified geography (USA, Canada or Mexico/Caribbean/Latin America) focused on a specific market segment (Corporate, Association, Government, Travel Industry/Leisure, Long Term Stay, or Partnerships) and the supporting intermediaries. Focus on the overall sales effort and specifically, but not exclusively, on the Key Account Program and Management of the sales platform to meet brand, owner, hotel and management Company contribution goals. Direct the efforts of the sales team in assigned area; guide and assist in the activities of other sales assets in the region. Act as primary point of contact on the assigned market segments and geographies to internal stakeholders (brand management, commercial, operations, development, and others), owners, and management companies. Serve as the acknowledged expert on market and customer opportunities and issues within this market sector to Company entities.

Essential Duties and Responsibilities

  • Direct the planning and implementation of the managed account strategies and initiatives with all market segment sales personnel throughout the territory. Manage performance-to-plan and market opportunity at all levels.

  • Responsible for goal setting and performance optimization of customer revenue, room night and share of spend targets for the corporate sales team and segment clients.

  • Introduce and promote to customer base, major programs and promotions as directed. This will include all loyalty programs, sales strategies and initiatives.

  • Act as a “Brand Partner” to the respective area/brand teams for sales activity in assigned market segment(s) and geographies. Provide segment expertise to internal stakeholders, management company’s O/M/L management and franchise support.

  • Assist in the revenue plan process in hotels within the Americas region and assist the revenue planning group with specific tasks related to planning.

  • Recommend and implement sales training requirement within the segments and geographies responsible for.

  • Actively participate in the assigned market segment’s industry affairs, associations and events.

  • Record, review and maintain appropriate sales reports for senior management.

  • Coordinate with all Americas Sales and Global Sales leaders in all reasonable ways and regularly contribute to departmental and divisional strategy. Develop, document and execute revenue and market share growth plans to achieve assigned targets for both in-region and outbound delivery.

  • Ensure sales personnel effectively manages assigned portfolio of accounts and their intermediaries, accumulate and provide to other stakeholders a deep level of knowledge in the account along with guidance on how to successfully grow market share and revenue.

  • Plan, organize, control and lead subordinate functions within established budgetary and manpower plans; establish goals, performance standards, and operating procedures for assigned functions. Participate in creation of department staffing and capital budgets. Responsible for cost center management within the segment.

  • Coach and develop team members; inspire and motivate sales success; hire, fire, assess, discipline, manage and document performance, recommend salary and classification changes. Act as an advisor to subordinate managers or staff to help meet established schedules and/or resolve technical or operational problems.

  • Act as the chief customer advocate within the assigned market segments or geographies, ensuring the voice of B2B customers is present and considered as new company and/or sales strategies are developed and adopted. Be the escalation point for and take the lead on resolving issues of conflict or concern as these arise.

What we need from you

Education

Bachelor's or Master's Degree in Marketing, Management, or other relevant field of work or an equivalent combination of education and work-related experience.

Experience

10+ years progressive work related experience with demonstrated proficiency in multiple disciplines/technologies/processes related to the position as well as 5 to 7 years managing teams and/or significant complex projects, including a minimum of 3 years in hotels with multi-unit and/or corporate roles, involving significant people management responsibility across multiple and remote locations.

Technical Skills and Knowledge

  • Demonstrated project management experience in organizing, planning and executing large-scale projects from conception through implementation.

  • Demonstrated experience in leading and developing people.

  • Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff.

  • Demonstrated experience managing a sales function in the assigned market segment or a similar area of business.

  • Demonstrated knowledge of hotels and hotel sales and marketing, and business planning.

  • Demonstrated business/financial negotiation and influencing/consensus building skills, including demonstrated closing ability and demonstrated ability to motivate a large sales staff.

  • Demonstrated ability to manage multiple projects in remote locations and partially structured environments.

  • Demonstrated experience with franchise organization preferred.

Number of employees supervised : 5-15

Decision making responsibilities

  • Erroneous decisions or recommendations would normally result in critical delays and/or modification to projects or operations causing a substantial expenditure of time, human resources or funds. Decisions impact short-term (typically up to 2 years) financial results.

  • Significant impact in directing and motivating the sales staff in assigned market segment to achieve corporate (including hotels and owners) business objectives across broad organizational lines and functional boundaries.

  • Significant impact in determining and directing the sales plan, strategy and focus for the assigned market segment(s).

Majority of work is performed in a normal office environment.

Ability to travel required, as needed to facilitate business objectives.

Must have ability to be accessible via computer and/or cell phone in case of emergency in area of responsibility.

What we offer

We’ll reward all your hard work with a great salary and benefits – including great room discount and superb training.

Join us and you’ll become part of the global IHG family – and like all families, all our individual team members share some winning characteristics. As a team, we work better together – we trust and support each other, we do the right thing and we welcome different perspectives. You need to show us you care, that you notice the little things that make a difference to guests as well as always looking for ways to improve - click here to find out more about us.

IHG is an equal opportunity employer. Minorities/Females/Disabled/Veterans