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Vice President, Global Sales Strategy & EnablementJob Number R170861Hotel Brand: IHG CorporateAmericas - United States - Georgia - AtlantaDescriptionAbout usBringing 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.Job SummaryThe VP, Global Sales Operations & Enablement leads a global team with a broad remit and a key role in the success of IHG’s Global Sales Organization (GSO). At a high level, the Global Sales Operations & Enablement team is responsible for unlocking the value of sales to IHG by:Developing Actionable Insights: Proactively delivers data and analysis that informs sales strategy and planning, monitors tactics and execution, and increases opportunities to achieve objectives.Driving B2B Solutions: Actively works with stakeholders along the B2B customer buying journey to capitalize on market opportunities and enable commercial success for IHG’s hotels and B2B customers. This includes ownership of all off-property sales products.Enabling Seller Success: From sales deployment to portfolio designs to incentive structures to increasing value through automation and reduction of time-consuming manual processes, leads the way for a more effective sales organization.Your day to dayEssential Duties and Responsibilities
Oversee the development and communication of sales processes. Engage in continuous improvement of sales framework for greater effectiveness driving to a world class sales organization.
Lead all sales analytics & insights activities to drive revenue globally
Identify and develop solutions to increase sales effectiveness across the Global Sales organization.
Governance and facilitation of the global and regional sales RACI’s.
Guide and manage resources to define, create and deliver relevant sales skill building, training and development programs (on and off property).
Oversee the development and implementation of multi-segment products for Global Sales that effectively leverage our global scale to drive incremental business to hotels in the system.
Develop, build and manage strong relationships with owners and senior executives to maximize revenue for the IHG estate.
Direct the needs and oversight for the account management discipline across the regional sales teams to drive the relationship, engagement, revenue and asset base of our B2B relationships.
Guide collaborative efforts with key internal stakeholders/departments including but not limited to Brands, Channels, Revenue Management, and Global Technology.
Plan, organize, and create sales team deployment plans within established budgets; establish goals, performance standards, and operating procedures for assigned functions. Participate in creation of department staffing and capital budgets.
Oversee global B2B tradeshow and events strategy and execution, showcasing IHG’s brands to B2B Customers
Develop, implement and monitor sales incentives to ensure higher quality revenue is seen across IHG and that sellers are rewarded for achieving IHG’s global goals/targets.
Coach and develop team members, hire, fire, assess, discipline, 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.
What we need from youEducationBachelor’s or Master’s Degree in a relevant field of work or an equivalent combination of education and work related experience.Experience10+ years progressive work related experience with demonstrated proficiency in multiple disciplines/management/leadership/consultancy/technologies/processes related to the position including hotel industry, sales operations & enablement, sales effectiveness, analysis & insights formulation, process management, coaching, and relationship management.Technical Skills and Knowledge
Experience and ability to provide thought leadership in all areas of Sales processes, systems and organization within IHG including experience or insight into issues at Regional, Functional and Group levels.
Demonstrated knowledge of the sales process, sales programs, company systems as well as hotel and field-based sales operations.
Demonstrated knowledge of hotel industry, particularly in sales, reservations, loyalty programs and distribution.
Demonstrated project management experience in organizing, planning and executing large scale projects from conception through implementation.
Demonstrated experience and ability in leading and developing people.
Ability to work independently and with minimal supervision across a global organization.
Strong oral and written communication skills including presentation skills, public speaking ability and group decision facilitation.
What we offerWe’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
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