Job Description

Role Purpose

The ideal candidate will be able to help navigate Global Sales Organization goals while enabling the Field to execute pricing strategies with customers. The person will work with stakeholder groups across the organization to identify, lead and coordinate the development and execution of revenue-generating global sales programs, promotions, and communications for assigned business segments. The person will lead a team responsible for monitoring the performance and trends of key strategic initiatives and provide governance over sales agreements / deals. The leader will influence discount improvements through competitive intelligence and developing a subject matter expertise in the segments to ensure deals are commercially sound. Ensure that all sales programs support the overall vision, objectives and goals of each market segment and special market. Provide detailed reporting to Regional Directors, VPs and Executive Team and collaborate closely with Sales Management to drive regionally focused pricing strategies. The manager must have solid grasp on team development and mentorship, value-based pricing, contract negotiation, contract creation, navigating internal processes, and possess excellent communication skills.

Key Accountabilities

• Ability to build team governance, Service Level Agreements (SLAs), Standard Operating Procedures (SOPs), education, and policies / procedures
• Engage closely with Legal to support non-standard commercial terms and conditions
• Regular review of deal pipeline, pipeline health, deal trends, deal financials, pricing and business risk
• Support Global Sales Strategy annual planning & budgeting process including the development of the 3-5 year strategic plan including ROI analysis, NPV development and the development of business cases for identified sales programs / initiatives
• Develop, communicate and implement an annual program plan for related business segment/program. Ensure that each plan effectively lays the foundation of the positioning for each market/program, and builds into the overall Sales strategy.
• Manage the overall implementation of new programs, promotions, and communications, both internally and externally.
• Monitor deal and program performance against agreed objectives, including financial return and production analysis, and formally report progress to manager/sales leader at defined intervals.
• Serve as liaison with internal departments to influence all promotions and to ensure achievement of brand, operating and regional objectives.
• Communicate with Customers, sales teams, internal teams, and external partners.
• Serve as a key link between the Global Sales Regional Sales and hotel sales within related Sales/Market segments to enhance communications and consistency and ensure objectives/needs are met.
• Monitor and measure relevant competitive market activity relating to Sales Program activities and programs within the industry and make appropriate recommendations to ensure the Company's sales programs maintain a creative and competitive edge.
• Develop and maintain excellent working relationships across all brands and regions at all levels to ensure maximum benefit from cross-functional synergies.

Key Skills & Experiences

Education

Bachelor's or Master's Degree in Business or a relevant field or work, or an equivalent combination of education and work-related experience.

Experience

8+ years progressive work-related experience in Sales and Marketing, with demonstrated mastery of technical and business knowledge and understanding of multiple disciplines/processes related to the position. Typically leads/mentors less experienced staff or complex projects in area of expertise.

Technical skills and Knowledge

• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management, and staff. Demonstrated ability to communicate supportive program details (presentation, analysis) to present a persuasive argument or to effectively negotiate a position.
• Demonstrated ability to make independent decisions concerning sales plans and their effectiveness.
• Demonstrated ability to manage multiple projects simultaneously and efficiently.
• Demonstrated knowledge of hotel operations and sales processes
• Demonstrated knowledge of the Company's infrastructure and systems preferred, to effectively develop plans which are in keeping with the overall business strategy.
• Demonstrated strategic planning, marketing, and program development skills required.
• Working knowledge of Microsoft Office (Access, Excel, Powerpoint) or similar software for the purpose of gathering, analyzing and reporting sales programs information
• MBA preferred