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Role Overview
Director, Commercial - Franchise (IMEA) at IHG Hotels and Resorts. This role is based in the IMEA (India, Middle East, and Africa) Franchise region.
Role Purpose
The Director, Commercial - Franchise (IMEA) provides strategic and commercial direction to on-property hotel sales and marketing teams, Asset Managers, and owners across sales, marketing, distribution, and revenue management functions. The role drives regional performance, outperformance in RGI, budget surpass across the region, and builds a winning culture aligned with IHG's values: Do the right thing, Show we care, Aim higher, Celebrate difference, and Work better together.
Key Responsibilities
Sales & Revenue Strategy
- Set the strategic direction for the Regional Sales team and ensure annual sales targets are met or exceeded through driving next generation sales principles and total account management delivery.
- Works closely with Owners, Owners' representatives, General Managers, and Directors of Sales & Marketing to review business projections and develop commercial tactical initiatives that support annual revenue goals and returns to owners, shareholders, and franchisees for new and existing hotels.
- Drive Regional Sales team to optimize total account management and next generation sales principles to increase delivery in sales channels across the region.
Commercial Direction & Optimization
- Provide commercial direction to hotel Sales and Marketing teams in the development of effective sales and marketing strategies and plans to ensure rate and occupancy objectives are achieved.
- Work closely with functional Directors to optimize opportunities through proactive planning and execution of tactical plans across the region.
- Stimulate demand, optimize revenue performance, and generate market share for brands and hotels.
- Act as a key point of contact between Centres of Excellence and hotel teams to ensure proper optimization of IHG's systems.
Performance & Accountability
- Hold accountability across sales, marketing, revenue management, distribution, and relationship marketing functions for on-property sales and marketing teams.
- Work closely with functional leaders to ensure implementation and delivery of top-line revenue initiatives, best practices to hotels, and delivery on channel performance and RGI outperformance.
- Ensure on-property delivery of all systems and channel delivery, and work closely with the Director, Marketing Management and Director, Hotel and Guest Marketing to ensure objectives and targets are exceeded.
Brand Stewardship
- Serve as the brand custodian in the region and ensure representation of all brands in collateral, advertising, promotions, and displays.
- Ensure all brand standards and values are maintained at all times by all stakeholders, including Sales & Marketing, hotels, and Franchisees.
Market Leadership & Knowledge
- Keep abreast of best practices in the region and tailor activities to specific areas and countries.
- Display understanding of the markets and demonstrate affinity with technology.
- Analyze, interpret, and extract trends from data to inform decision-making.
Talent Development
- Manage the development and pipeline of talent of on-property sales and marketing teams and above-property sales teams through utilization of individual strengths and abilities.
- Support ongoing development and career goals of team members.
- Create a work environment that energizes, motivates, and supports employees.
- Foster a climate of open communication, trust, and respect.
- Encourage team behavior and effectively communicate with all levels.
Qualifications & Experience
- Bachelor degree or equivalent International degree in Marketing, Business, or Commerce.
- MBA is desirable.
- International strategic marketing experience.
- Experience in Sales, Hotel, and Brands at a regional level in a multi-unit management role.
- Experience with multi-brand entities.
- Geographical or international experience.
- Experience participating in an industry task force.
- Attended marketing-focused workshops facilitated by industry or tertiary providers.
Skills & Competencies
- Establish goals and objectives and set performance targets.
- Ability to manage multiple tasks.
- Deliver presentations with impact.
- Partnership-driven approach.
- Meet deadlines consistently.
- Appreciation of hotel and distribution systems.
- Ability to analyze, interpret, and extract trends from data.
- Display understanding of the markets.
- Demonstrate affinity with technology.
- Strong leader who can articulate a vision and translate it to reality.
- Creative thinker.
- People-focused with understanding of human dynamics.
- Strategic and tactical thinker.
- Patient yet persistent.
- Culturally aware and sensitive.
- Effectively communicates with all levels.
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