Sales Excellence Manager - Remote Based

About us:

IHG is one of the world’s leading hotel companies, promising to provide True Hospitality for everyone; making you feel welcome and cared for, recognised and respected, wherever you are in the world. Strong future plans and recent successes, especially across the luxury space is what has made us stand out from the crowd.

Join us and not only can you benefit from the world of variety and opportunity, you can also look forward to being part of a company that will appreciate you for simply being you. At IHG we celebrate our differences and we believe everyone has something unique to bring to each team.

The Role:

An exciting opportunity has arisen to join the Sales Function here at IHG!  

The Sales Excellence Manager is responsible for designing, implementing, maintaining, and measuring sales standards, processes and best practices for Europe, Global Sales to enable maximum performance from the Sales Team. The position will be responsible for ensuring that Europe Sales is continuously aligned to the correct account base for the region and IHG globally.

This role will manage the development and successful implementation of sales strategies and programs, including developing and refining sales training for IHG Javelin/ onboarding and continuous soft skills support for sellers and leaders. 

In addition, this role will support key technical projects including further development, implementation in IHG Javelin (Salesforce), support of strategic and tactical programs, and analytics for IHG sales leadership. 

Key Responsibilities: 

  • Define and drive sales excellence with internal and external stakeholders/sources to ensure the sales function continuously evolves in its sales standards, processes and efficiencies to offer the greatest return to IHG, owners and customers.
  • Provide strategic and tactical market and customer insight that will ensure that Regional Sales is continuously aligned to the correct account base and the correct deployment of resource to support the growth of the portfolio.
  • Evolve the planning and reporting function of sales that ensures visibility, alignment and transparency of activity, whilst providing meaningful and insightful reporting.
  • Collaborate with Product/Technology Team as needed in Salesforce enhancements. Conceptualize, design, and build dashboards and reports supporting GLBL /Regional Sales team goals.
  • Responsible for delivery and operational management of training courses in assigned program area (such as Revenue/Systems, Quality/Service, or Centralized Training). Manage scheduling and logistical aspects of all training programs (Frequency and Variety).
  • Provide workshop delivery feedback.
  • Complete Performance Management responsibilities for assigned Team.
  • Assist in Range of Special Projects as Needed
  • Manage within agreed budget and select external consultants as needed. Ensure that all course curricula and educational materials are current and of acceptable quality and delivered on time.
  • Establish performance standards and operating procedures.
  • Assess training and certification Rules for Operation according to brand/product line and recommend alternative requirements as necessary.
  • Work with Sales Leaders to identify skills gaps and manage the development of training programs/applications, curricula, assessment tools and corresponding materials (includes lesson plans, participant materials, job aids, user manuals, etc.) for assigned program area.
  • Evaluate designated programs to determine effectiveness, need for enhancements, or elimination of programs; actively pursue alternate training vehicles/methods and interactive training technologies.
  • Coach and develop team members, act as an advisor to sellers and leaders.
  • Resolve technical or operational problems.
  • Work with Operations and Sales Leadership to ensure the right accounts are with the right sellers
  • Monitor thresholds and educate sellers and leaders as needed
  • Ways of Working account reviews held
  • Javelin libraries kept fresh and SOP’s written as per IHG Guidelines to support Sales Teams

 

 

Requirements:

Education:

  • Bachelor's or master’s degree in Hotel Management, Business, Education, or a relevant field of work, or an equivalent combination of education and work-related experience. 

Experience:

  • 6-10 years progressive work-related experience in training, design and facilitation, with demonstrated proficiency in multiple disciplines/processes related to the position, as well as 2 years prior supervisory or team leader experience. Coaching experience preferred.

Technical Skills and Knowledge:

  • Demonstrated experience in managing and developing people including the ability to manage remote staff.
  • Demonstrated knowledge of the Service/Hospitality industry, hotel operations and systems.
  • Demonstrated problem solving and time management skills
  • Demonstrated instructional design skills to effectively develop client focused training programs.
  • Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management, and staff.
  • Strong facilitation skills and ability to communicate information to groups in a clear and concise manner.
  • Demonstrated solid teamwork and interpersonal skills and ability to communicate with customers, employees, and senior management.
  • Analytical and problem-solving skills.
  • Demonstrated project management and organizational skills.
  • Salesforce, Cvent, Meeting Broker, GRS knowledge
  • Understanding of IHG initiatives and priorities, and Revenue Management Principles & Practices

 

What we can offer you:

We like to believe we offer a unique culture, where there’s inclusivity yet room to be yourself. When hard work pays off, it’s positive to know you’re appreciated.

We’ll offer you a strong package firstly including an industry competitive salary, an annual bonus, healthcare and incredible worldwide hotel discounts.

As an equal opportunity employer, IHG is committed to providing a working culture that values diversity and inclusion and is committed to making reasonable adjustments to provide a barrier-free recruitment process.

 

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