Regional Commercial Director - Premium Brands [Richmond, VA/Baltimore, MD/or Col

divh2Job Title/h2pProvide hands-on sales, marketing, and channel strategy consultation to owners, management companies, hotel Director of Sales, and General Managers for all IHG brands in franchised hotels when deployed by Franchise Performance Support (FPS) or as the need is identified by Operations Analytics

Insight or other groups at IHG. Develop strategic action plans for hotels to drive measurable, incremental sales revenue. Work with individual hotel teams within the Premium

Full-Service categories to identify skill development areas and properly deploy sales and marketing resources. Provide guidance on the appropriate segmentation mix to maximize revenue potential. Identify areas of opportunity in performance and recommend tools and sales training to optimize performance of sales team. Assist in identifying target account and potential for each hotel./ppYour day to day/pulliCollaborate with FPS to guarantee a unified and seamless process to hotels and clients. Partner with Franchise Revenue team on sales and revenue strategy./liliDevelop relationships with key counterparts in key management companies./liliDiagnose 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./liliAnalyze and interpret market research data, identify gaps in performance to determine hotel (s) strengths and weakness relative to its competitors./liliBased 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./liliDevelop 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./liliIdentify potential clients and assist the local sales team in developing account penetration plan./liliReview IHG training and tools to improve IHG sales processes that drive performance, improve sales and marketing efficiency and build a stronger sales culture./liliConsult 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./liliAssess current channel strategy and consult with hotels on necessary actions to drive revenue through channel optimization./liliAdvise on future channel strategy to maximize conversion (e.g., web content, photos, channel-based pricing packages)/liliCommunicate with FPS and other key internal stakeholders regarding next steps for hotel, owner, and/or management company to execute action plan./li/ulpWhat we need from you/pulliBachelors or Masters 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./lili8+ 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./liliDemonstrated ability to adapt consultation based on the complexity of the hotel, from limited service to full service./liliAbility to quickly build trusted relationships with owners, hotels, and internal IHG stakeholders in a limited amount of time./liliDemonstrated knowledge of marketing and sales principles, including segment

channel strategy./liliDemonstrated 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./liliDemonstrated ability to understand competition in a market and identify gaps in hotels performance to competitors and execute a strategy to drive performance./liliDemonstrated understanding of hotels business mix and the ability to develop segmentation strategies and plans./liliDemonstrated understanding of daily/weekly/monthly/seasonal demands, booking patterns and pricing./liliAbility to identify demand generators./liliDemonstrated ability to advise and assist in development of business travel strategy and execution of the RFP process to improve revenue performance./liliDemonstrated 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./liliDemonstrated experience in working with hotels individually to develop account plans to increase share and close./li/ulpTravel

70%/ppLocation

Remote: **Candidate must reside in Richmond, VA, Baltimore, MD or Columbus, OH area within an hour of a major US airport**/ppThe salary range for this role is $100,000.00 to $132,000.00 . This role is also eligible for bonus pay (as applicable). We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees./p/div