Director of Sales Operations

Job Summary

We are seeking a dynamic and strategic Director of Sales & Marketing to lead our hotel sales department initiatives and marketing strategies, driving growth and expanding our market presence for the IHG franchise. This pivotal role combines leadership, business development for a franchise hotel, and technical sales acumen to shape and execute comprehensive plans that align with our organization goals. The ideal candidate will thrive in a fast-paced, franchised service environment, leveraging their management skills and industry knowledge to foster customer relationships, close high-value deals, and inspire high-performing teams.

Duties

• Develop and implement innovative sales strategies tailored to the hotel's target markets, including B2B (business-to-business), corporate business, LNR business and ensuring achievement of the hotels sales targets.
• Lead, manage, and work with franchised marketing teams for continuous improvement. Prospect new corporate, group, and leisure accounts through cold-calling, site tours, and industry networking. Negotiate group room blocks, catering, and event contracts
• Drive business development efforts by identifying new market opportunities, cultivating client relationships, and expanding the customer base through strategic outreach and negotiations.
• Oversee the sales management systems such as Oracle PMS /Cloud base systems and CRM platforms to track pipeline activity, analyze sales data, generate reports, and optimize performance metrics.
• Collaborate cross-functionally with product development, customer service, and technical teams to align sales strategies with product offerings and ensure customer needs are met effectively.
• Lead enterprise-level negotiations, deal closing processes, and account management initiatives to maximize revenue growth while maintaining high customer satisfaction levels.
• Partner with revenue management teams to analyze competitor pricing, adjust yield strategies, and optimize distribution channels.
• Prepare annual marketing plans, monitor departmental performance metrics (KPIs), and manage advertising spend.
• IHG sales expectations are 40% field sales activity, 20% prospecting, 20% administration/reporting, 10% sales training/development, 10% internal sales culture development ("Everyone Sells Mentality")

Requirements

• Minimum 2 years of Director of Sales and Marketing experience.
• 2 years experience at either a hotel operated under any of IHG's other brands or a hotel in a similar brand segment as the Hotel, as defined by STR, Inc.
• Proficiency with Salesforce CRM system, Oracle PMS/Cloud platforms, sales analytics & reporting tools, and other sales management systems.
• Demonstrated expertise in B2B sales, negotiation skills, and deal closing at an executive level.
• Strong leadership capabilities with experience managing cross-functional teams focusing in hotel sales.
• Excellent communication skills with the ability to build lasting customer relationships through effective client communication and customer service.
• Analytical mindset with the ability to interpret data insights for strategic planning; familiarity with analysis tools is preferred.
• Knowledge of franchise selling processes that emphasizes customer solutions.

If you are passionate about making an impact and want to work alongside an energetic team, then we look forward to hearing from you today.

Pay: $60,500.00 - $72,200.00 per year

Benefits:

• Employee assistance program
• Flexible schedule

Work Location: In person