IHG Manager, Sales and Marketing in United States



a friend - Band 6 USD

Do you see

yourself as an Manager, Sales andMarketing ?


your passion? Whether you're into tennis, shopping or karaoke, 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.

IHG Americas’ Regional Corporate Office is centrally located at

the beautiful Ravinia Complex just outside Atlanta’s Perimeter (I-285),

offering a convenient commute from all areas of Metro Atlanta. In addition to

being easily accessible from all major highways, the complex provides a free

shuttle service between the office, the nearby Perimeter Mall and MARTA train

station for alternative commuting options during business hours. Our office

complex offers many amenities and personal conveniences, including and on-site

dry cleaner, private health club, wellness center and restaurants. Atlanta,

situated near the North Georgia Mountains, has something for everyone, world

class educational institutions, interactive venues, historical sites, beautiful

performing arts facilities, professional sports teams – Braves, Falcons, and

Hawks, and is home to unique venues including CNN, the Georgia Aquarium, The

King Center, World of Coca-Cola, The Carter Center, High Museum of Art,

and Zoo Atlanta.

Job Summary – (Role Summary)

Provide hands-on

sales, marketing, and channel strategy consultation to owners, management

companies, hotel Director of Sales, and General Managers for all IHG brands in

franchised hotels when deployed by Franchise Performance Support (FPS) or as

the need is identified by Operations Analytics & Insight or other groups at

IHG. Develop strategic action plans for

hotels to drive measurable, incremental sales revenue. Work with individual hotel teams to identify

skill development areas and properly deploy sales and marketing resources. Provide guidance on the appropriate

segmentation mix to maximize revenue potential. Identify areas of opportunity

in performance and recommend tools and sales training to optimize performance

of sales team. Assist in identifying target account and potential for each


Essential Duties and Responsibilities – (KeyActivities)

  • Collaborate with FPS toguarantee a unified and seamless process to hotels and clients. Partnerwith Franchise Revenue team on sales and revenue strategy.

  • Develop relationships with keycounterparts in category 1 management companies.

  • Diagnose root cause of issuesat hotel(s), prioritize information and create specific action plans basedon data analyses to deliver incremental revenue and improve market share.

  • Analyze and interpret marketresearch data, identify gaps in performance to determine hotel (s)strengths and weakness relative to its competitors.

  • Based on hotel assessmentdetermine appropriate consultation with key stakeholders, managementcompanies, and/or hotels (including GM and Director of Sales), either overthe phone or through an in person visit.

  • Develop tactical and strategicsales and marketing plans with the hotel, owner, and/or management companydesigned tomaximize hotel revenuesfrom local, regional, and national markets, to drive hotel-level sales performance,and market share position.

  • Assess the current deploymentof the sales organization to ensure the team is deployed and aligned withsegmentation mix and goals are set accordingly to maximize revenuesegmentation strategies.

  • Identify potential clients andassist the local sales team in developing account penetration plan.

  • Accompany sales team on salescalls to potential clients to assist in development of the account and toaccess the effectiveness and sales skills of the sales person.

  • Assess additional trainingneeds based on data gathered and interaction with sales team from propertyvisits.

  • Review IHG training and toolsto improve IHG sales processes that drive performance, improve sales andmarketing efficiency and build a stronger sales culture.

  • Consult with the local salesteam on best practices, IHG sales tools, and brand information to enhancethe sales process and penetrate specific market segments and key accounts.

  • Assess current channel strategyand consult with hotels on necessary actions to drive revenue throughchannel optimization.

  • Advise on future channelstrategy to maximize conversion (e.g., web content, photos, channel-basedpricing packages)

  • Develop S.M.A.R.T. action planswith hotels and document in appropriate IHG reporting tool.

  • Communicate with FPS and otherkey internal stakeholders regarding next steps for hotel, owner, and/ormanagement company to execute action plan.


Education – 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


Experience – 8 years

progressive work-related experience, with at least 5 years in hotel operations

management or relevant sales and marketing which includes the development of

the development and execution of tactical sales programs (business plans) and

regional or multi-hotel corporate experience a plus.

Technical Skills and Knowledge

  • Demonstratedability to adapt consultation based on the complexity of the hotel, fromlimited service to full service and extended-stay products

  • Ability toquickly build trusted relationships with owners, hotels, and internal IHGstakeholders in a limited amount of time.

  • Demonstratedknowledge of marketing and sales principles, including channel strategy.

  • Demonstratedability to interpret hotel performance data, and diagnose root causes ofissues and develop action plans tailored to individual hotel/account needsthat drive incremental revenue and market share.

  • Demonstratedability to understand competition in a market and identify gaps in hotel’sperformance to competitors and execute a strategy to drive performance.

  • Demonstratedunderstanding of hotel’s business mix and the ability to developsegmentation strategies and plans.

  • Demonstratedunderstanding of daily/weekly/monthly/seasonal demands, booking patternsand pricing.

  • Ability toidentify demand generators.

  • Demonstratedability to advise and assist in development of business travel strategyand execution of the RFP process to improve revenue performance.

  • Demonstratedknowledge and ability to interpret data from resources and systems thatprovide insight on business travel accounts and travel agencies at topproducing hotels in market.

  • Demonstratedexperience in working with hotels individually to develop account plans toincrease share of business.

  • Demonstratedexperience in strategy for properties in various market situations, suchas depressed market, new hotel development, and maintaining markets.

  • Demonstratedunderstanding of booking channels; WEB, GDS, CRO and OTA and bookingprocess and able to interpret report and action on channel strategy.

  • Demonstratedknowledge of hotel operations.

  • Ability toinfluence hotel leadership and owners to improve hotel performance.

  • Demonstratedeffective verbal and written communication skills, including ability tolead difficult conversations, manage resistance, and consult with hotelsin a virtual or in-person/live setting.

  • Demonstratedattention to detail and ability to manage multiple tasks

LOCATION : Remote; TN or KY

You must have the legal right to work in this country

Relocation is NOT provided for this position

In return

we'll give you a competitive financial and benefits package which includes

healthcare and dental coverage, disability and life insurance, and a matched

401(k) program . Hotel discounts

worldwide are available as well as the chance to work with a great team of

people. Most importantly, we'll give you the room to be yourself.

So what's

your passion? Please get in touch and tell us how you could bring your

individual skills to IHG by clicking "Apply Online".

IHG is an

equal opportunity employer: Minorities / Females / Disabled / Veterans

Job: Executive / Corporate


Requisition ID: R148591