Director of Sales - South West Asia at IHG Career

Singapore, Singapore, Singapore -

Full Time

Start Date

Immediate

Expiry Date

24 May, 26

Salary

0.0

Posted On

23 Feb, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Customer Relationship Management, Team Leadership, Performance Management, Revenue Generation, Compliance Excellence, Sales Strategy Development, System Delivery, Contract Negotiation, Account Planning, Cross-selling, Promotions Management, Stakeholder Management, Cultural Awareness, Data Analysis, Commercial Decision Making, Strategic Sales

Industry

Hospitality

Description

Develop and manage long term customer relationships within the larger / international industry groupings with the largest growth opportunities taking ownership of the delivery of customers’ expectations, developing a deep understanding of client hotel requirements. Attract, lead and develop the best in class talent in your respective team and drive high quality performance and revenue against defined targets Drive compliance excellence and continuously improve people, processes, tools, sales strategy and delivery models Strategically drive system delivery and utilization through preferred distribution channels to determine rates and undertake client negotiations in line with IHG strategy Develop and execute strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial contracts Identifying high-spend (luxury/upscale) cross-occasion/industry opportunities and resourcing Groups and Meeting and secondary sellers as appropriate Support strategic and tactical promotions and initiatives to maximize revenue in need periods, working closely with key need and new properties to identify touch points within account portfolio Role model the 2X behaviors to sellers and other stakeholders within the organization, demonstrating internally and externally that they are a trusted advisor capable of providing expert solutions and insight of industry and market trends. Support and participate in internal and external events to maximize resource and drive broader and deeper relationships Manage, delegate and develop account resources and/or virtual teams to effectively drive sales results (e.g. Groups and Meetings sellers and New Business) Work across a wide variety of cultures and markets, tailoring approach and behaviors to understand key differentiators and leverage best practices accordingly Demonstrate a best in class approach with compliance towards a processes, tools and sales strategy and ways of working (IHG Sales Playbook) Management of internal stakeholders such as Owners, General managers, VP Operations SWA and MD SWA Education: Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience. Critical Expertise & Experience: Significant experience in a senior management role - leading, coaching and developing a high-performance team Significant experience in an account management role with a portfolio of high growth international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization Significant experience of applying methodologies such as Helping customers succeed, seven habits or other similar framework across a team at large. Significant experience of negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage and execute mutually beneficial contracts An advanced ability to make effective commercial decisions based on an understanding and analysis of key commercial information and commercial levers Significant experience in initiating, developing and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams Significant experience of operating in culturally diverse teams across the IMEA market Significant IMEA/International strategic sales experience in a senior manager role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions

Responsibilities

The Director of Sales will develop and manage long-term customer relationships within key international industry groupings, taking ownership of customer expectation delivery and leading a high-performing sales team to achieve revenue targets. This role involves driving compliance, improving sales processes, strategically managing system delivery through preferred channels, and executing account plans to secure incremental and quality revenue.