Director of Sales & Marketing

Role Overview

Director of Sales & Marketing at IHG Hotels and Resorts. The role leads the hotel's commercial sales and marketing strategy to drive total revenue, market share and profitable business growth.

Role Purpose

Develop and execute the annual sales and marketing plan, lead the Sales & Marketing team, build strategic client relationships and work closely with Revenue, Reservations, F&B, Events and Operations. Maintain strong knowledge of corporate, government, MICE, leisure, airline and travel-trade segments while ensuring IHG brand standards, commercial governance and True Hospitality are consistently represented.

Key Responsibilities

Strategy & Planning

• Develop and execute the annual sales and marketing strategy, business plan and commercial action plans in line with IHG and hotel objectives.
• Partner with Revenue Management on pricing, segmentation, forecasts, displacement decisions and strategies that optimize total hotel revenue.

Revenue & Performance

• Deliver budgeted rooms, MICE, banquet and F&B revenues while maximizing ADR, occupancy, RevPAR, market share and profitability.
• Monitor competitors and market trends; provide accurate forecasts, sales reports and market intelligence to the GM and Executive Committee.

Team Leadership

• Lead, coach and develop the Sales & Marketing team; set targets, review performance and build a strong hotel-wide sales culture.

Account & Client Management

• Manage and grow key Kuwait accounts across corporate, government, MICE, airline, leisure and travel-trade segments.
• Build senior relationships with key clients, IHG Global Sales/KAD teams, business partners, embassies, event organizers and market stakeholders.
• Generate new business through account development, sales calls, client entertainment, site inspections, FAM trips, trade shows and networking.

Marketing & Brand

• Lead marketing, digital, social media, PR and promotional activity, protecting IHG brand identity and strengthening local positioning.
• Drive IHG sales programs, RFPs, loyalty and brand campaigns, and represent the hotel professionally at local, regional and international events.

Budget & Compliance

• Manage departmental budgets and marketing investment; ensure ROI, cost control and compliance with IHG commercial standards and procedures.