Director Commercial - Canada

IHG•Canada,

1d•CA$130,000 - CA$165,000•Remote

About The Position

This role is the senior Commercial leader for Canada, accountable for the commercial performance of IHG hotels in the market and representing the function in front of hotels, owners and team members. It leads Commercial Sales and Revenue Management, partnering closely with the Marketing and Distribution teams to drive performance across hotels and channels, deliver outperformance in RGI, and surpass budgets. Works closely with the four pillar functional Directors to optimize opportunities through proactive planning and execution of tactical plans across the region, which ultimately stimulate demand, optimize revenue performance and generate market share for brands/hotels. Drives the Regional Sales team to optimize total account management and next generation sales principals to ultimately increase delivery in sales channels across the region.

Requirements

Bachelor degree or equivalent International degree in Marketing, Business or Commerce; MBA is desirable; Has attended marketing focused workshops facilitated by industry/tertiary providers
Experience in Sales, Hotel and Brands at a regional level, in a multi-unit management role
Experience with multi-brand entity
Geographical/international experience
Has experience participating in an industry task force
International strategic marketing experience
Demonstrate a strong affinity with technology, data and AI-enabled commercial tools
Establishes goals and objectives and sets performance targets; Ability to manage multiple tasks
Deliver presentations with impact; Partnership driven; Thinks globally
Appreciation of hotel and distribution systems
Ability to analyze, interpret and extract trends from data; Display an understanding of the markets
A strong leader, who can articulate a vision and translate it to reality
Creates work environment that: Energize, motivate and support employees, Foster a climate of open communication, trust and respect, Encourages team behavior

Nice To Haves

MBA is desirable
Has attended marketing focused workshops facilitated by industry/tertiary providers

Responsibilities

Acts as the senior Commercial leader for Canada, representing IHG’s commercial strategy in front of hotel owners, General Managers and team members, and building the trusted relationships needed to drive performance and protect owner returns across the market.
Champions the adoption of AI, automation and advanced analytics across sales, marketing, distribution and revenue management to sharpen forecasting, personalize guest and owner engagement, and unlock incremental RGI and commercial efficiency.
Sets the strategic direction for the Regional Sales team and ensures their annual sales targets are met or exceeded through the driving of the next generation sales principals and total account management delivery.
Provides commercial direction to Area / Directors of Sales and Marketing in the development of effective sales and marketing strategies and plans to ensure rate and occupancy objectives are achieved. Keeps abreast of best practices in the region and tailors activities to specific areas/countries.
Works with Regional and Area General Managers, General Managers and Area / Directors of Sales & Marketing to review business projections and develop commercial tactical initiatives which support annual area revenue goals and returns to owners, shareholders and franchisees for new and existing hotels.
Is the brand custodian in the region and is responsible for the representation of all brands in collateral, advertising, promotions and displays. Must ensure that all brand standards and values are maintained at all times, by all stakeholders; Sales & Marketing; the hotels and Franchisees.
Manages the development and pipeline of talent of the on property sales and marketing teams and above property sales teams through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals.
Is accountable for the on-property delivery of all systems and channel delivery, and works closely with the Director, Marketing Management and Director Hotel and Guest Marketing to ensure objectives and targets are exceeded.