Director of Sales & Marketing

Role Overview

Director of Sales & Marketing at IHG Hotels and Resorts (Crowne Plaza). This role is responsible for developing and executing revenue strategies for the hotel, ensuring business plans are created and implemented, monitoring sales performance against targets, and driving revenue growth by selling hotel facilities while leading the wider sales team to achieve measurable business outcomes.

Company Overview

Crowne Plaza is part of IHG Hotels and Resorts. The brand is focused on Making Business Travel Work by Bringing Humanity to Business Travel, challenging formal and rigid business practices and embracing caring and flexibility. The service style, "Dare to Connect," emphasizes personal connections with guests and colleagues through proactive engagement, reading guest needs and moods, prioritizing productivity, and enabling quality downtime experiences.

Role Purpose

To develop and set revenue strategies for the hotel, create and implement business plans, monitor results against sales goals and targets, and drive revenues by selling hotel facilities to day-to-day clients while leading the sales team to achieve measurable business outcomes under the direction of the General Manager.

Key Responsibilities

Strategy & Planning

• Develop and set revenue strategies for the hotel.
• In conjunction with the GM and Commercial Team, create and implement a sales plan that drives measurable outcomes including Topline Revenues, GOP, TGOP, RGI, RevPar, ADR, M&E & F&B Revenues and average spends.
• Develop three, five and long-term strategic sales plans.
• Support the General Manager to prepare the hotel's annual budget and financial plans over one, three and five years.
• Ensure the entire hotel team proactively creates and converts revenue opportunities in all areas and outlets by planning and executing sales activities based on strategies and financial targets outlined in the hotel's annual Integrated Business Plan (IBP).

Sales Team Leadership & Development

• Lead the wider sales team to achieve measurable business outcomes.
• Set sales team goals in order to maximize profitability across the sales department.
• Drive a sales culture across the entire hotel.
• Develop sales talent mapping.

Account Management & Business Development

• Ensure the sales team maintain and develop relationships with hotel key accounts and identify new potential accounts by setting up appropriate sales activities.
• Support the GM by ensuring the sales team engage a portfolio of key accounts while maintaining relationships with IHG KADs through regular contact and interaction.
• Develop and sustain LNR accounts.
• Conduct proactive account targeting activities.
• Review tentative, prospect and turned down business.
• Establish and leverage an established network of clients and business contacts.

Revenue Management & Reporting

• Engage with the IHG RFP program to maximize the hotel market share from the corporate segment.
• Monitor results from sales goals and targets.
• Produce monthly reports and forecasts to demonstrate current and potential market trends.
• Achieve annual revenue targets set for sales team.
• Manage RevPAR and RGI performance metrics.
• Contribute to Hotel GOP performance.

Marketing & Activation

• Coordinate and lead Sales and Marketing activities to increase revenue and market share.
• Conduct competitor evaluations and mystery visits.

Data & Compliance

• Ensure all databases, client profiles and promotions are updated and accurate at all times.
• Ensure GDPR compliance.
• Implement standard Operating Procedures (SOP).

Decision Making & Governance

• Make decisions around sales opportunities to benefit the total revenue of the hotel.
• Comply with the IHG way of Sales principles.
• Own sales reporting and administration.
• Own IRFP including wish want walk grids, business cases and submissions.
• Influence budgets and forecasts.
• Influence market and client intelligence.
• Influence sales management of on-property teams.
• Influence displacement decisions.
• Influence Integrated Business Planning (IBP).

Qualifications & Experience

• Bachelor's degree or equivalent International degree in Marketing, Business or Commerce.
• Three to five years of experience in hospitality or hotel sales and marketing with direct line management or supervisory experience over a sales team.
• Progressive experience in Sales, Channel Management, Distribution, Revenue Management, Hotel Management and Marketing.
• Experience of effective use of sales management and reporting platforms which can demonstrate delivery of results.
• Demonstrated experience working with multiple cultures and managing hotels, vendors and owners across different countries within hospitality or related industry.

Skills & Competencies

• Multiple language capabilities, with local language preferred (Arabic).
• Strong influencing and consensus building skills.
• Strong decision-making skills.
• Strong leadership skills.
• Team building ability.
• Strong interpersonal and communication skills.
• Ability to engage and navigate a global sales organisation.
• True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests.
• True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you to help and support them during their stay.
• True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs.
• True Responsiveness: providing guests with what they need and doing so in a timely and caring manner.

Additional Information

• IHG Hotels & Resorts is an equal opportunity employer providing equal employment opportunities to applicants and employees without regard to race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.
• Additional information available on www.careers.ihg.com