Regional Commercial Director - Premium Brands [Chicago, IL or Dallas, TX]
- Collaborate with FPS to guarantee a unified and seamless process to hotels and clients. Partner with Franchise Revenue team on sales and revenue strategy.
- Develop relationships with key counterparts in key management companies.
- Diagnose root cause of issues at hotel(s), prioritize information and create specific action plans based on data analyses to deliver incremental revenue and improve market share.
- Analyze and interpret market research data, identify gaps in performance to determine hotel (s) strengths and weakness relative to its competitors.
- Based on hotel assessment determine appropriate consultation with key stakeholders, management companies, and/or hotels (including GM and Director of Sales), either over the phone or through an in person visit.
- Develop tactical and strategic sales and marketing plans with the hotel, owner, and/or management company designed to maximize hotel revenues from local, regional, and national markets, to drive hotel-level sales performance, and market share position.
- Identify potential clients and assist the local sales team in developing account penetration plan.
- Review IHG training and tools to improve IHG sales processes that drive performance, improve sales and marketing efficiency and build a stronger sales culture.
- Consult with the local sales team on best practices, IHG sales tools, and brand information to enhance the sales process and penetrate specific market segments and key accounts.
- Assess current channel strategy and consult with hotels on necessary actions to drive revenue through channel optimization.
- Advise on future channel strategy to maximize conversion (e.g., web content, photos, channel-based pricing packages)
- Communicate with FPS and other key internal stakeholders regarding next steps for hotel, owner, and/or management company to execute action plan.
- 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 operations.
- 8+ years progressive work-related experience, with at least 5 years in hotel relevant sales and marketing which includes the development and execution of tactical sales programs (business plans) and regional or multi-hotel corporate experience a plus.
- Demonstrated ability to adapt consultation based on the complexity of the hotel, from limited service to full service.
- Ability to quickly build trusted relationships with owners, hotels, and internal IHG stakeholders in a limited amount of time.
- Demonstrated knowledge of marketing and sales principles, including segment & channel strategy.
- Demonstrated ability to interpret hotel performance data, and diagnose root causes of issues and develop action plans tailored to individual hotel/account needs that drive incremental revenue and market share.
- Demonstrated ability to understand competition in a market and identify gaps in hotel's performance to competitors and execute a strategy to drive performance.
- Demonstrated understanding of hotel's business mix and the ability to develop segmentation strategies and plans.
- Demonstrated understanding of daily/weekly/monthly/seasonal demands, booking patterns and pricing.
- Ability to identify demand generators.
- Demonstrated ability to advise and assist in development of business travel strategy and execution of the RFP process to improve revenue performance.
- Demonstrated knowledge and ability to interpret data from resources and systems that provide insight on business travel accounts and travel agencies at top producing hotels in market.
- Demonstrated experience in working with hotels individually to develop account plans to increase share and close.
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