Director, Sales for Mexico, Latam and Caribbean

Director, Sales for Mexico, Latam and Caribbean

Hotel Brand:
Location: Mexico, Guadalajara

Responsibilities:

• Drive a culture of data driven insight-based, short & long-term planning to identify business opportunities.
• Have a strong understanding of the key market segments and anticipate their economic trends, buying behaviors, and demand drivers.
• Challenge the status quo to ensure maximization of known & anticipated opportunities/threats across the designated region(s).
• Ensure all managed accounts have thoughtful account plans, strategies & actions to support maximizing market share opportunities for IHG; engage with customers as appropriate.
• Lead the IHG Global Sales Process.
• Command, drive usage, and ensure seller subject-matter expertise of all IHG sales tools; leverage people & team resources to optimize revenue opportunities.
• Be adept at negotiation, probing questions, role play & productive debate to advance IHG Global Sales’ objectives.
• Develop team member business acumen in the areas of opportunity management & prioritizing key opportunities.
• Act boldly, yet responsibly, as an ambassador within IHG & amongst external stakeholders to inspire confidence in IHG Global Sales and heighten the awareness & reputation of the organization.
• Own and champion the vision and strategy of the specific industry grouping for which you are responsible, executing through a sound market business plan.

Embody the IHG Sales Culture:

• Demonstrate & inspire mastery of the Seven Habits of Highly Effective People & Coaching with Confidence.
• Support initiatives & actions to "intentionally differentiate" the IHG Global Sales Force.
• Display exceptional communication, time management & organizational skills.
• Be receptive to giving & receiving feedback & coaching from peers & leaders.
• Make & take opportunities for you & your team to stretch, learn & grow.
• Embody a naturally curious, entrepreneurial spirit & cultivate that same behavior amongst your team(s).
• Coach, inspire & promote ongoing personal development for team members; create a nurturing environment for people to develop themselves.
• Champion interdependency & act as a liaison for Global Sales in cross-functional teams as Franchise Performance support, Revenue, Commercial & Marketing, to advance objectives.
• Exhibit the ability to influence without authority & successfully navigate a highly-matrixed organization.
• Encourage & participate in open & honest dialogue amongst account teams, peers & leaders.
• Appropriately share information & ideas across teams & stakeholder groups to advance objectives.
• Be a valued advisor & thought-leader sought out by others for guidance.

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:

• 10+ Years of experience in Sales Environment.
  Demonstrable experience in a senior management role - leading, coaching, and developing a high-performance team.
• Demonstrable experience in identifying new commercial opportunities and developing and evaluating a business plan, basing decisions upon sound data and insight, linked to the long-term strategy of the organization.
• Demonstrable experience of managing and executing business plans against markets, occasions, industries, hotels, or customers.
• Demonstrable experience defining, managing, and executing mutually beneficial contracts.
• Demonstrable experience in initiating, developing, and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.
• Demonstrable experience of operating in and leading culturally-diverse teams across the relevant markets.
• Travel availability up to 60% of work time.

If you don't quite meet every single requirement, but still believe you'd be a great fit for the job, we'll never know unless you hit the 'Apply' button. Start your journey with us today.