Vice President, Strategy and Sales Enablement

The Role

The VP, Strategy & Sales Enablement serves as the connective tissue between enterprise strategy, brand growth objectives, and on-the-ground development activity — translating market intelligence, competitive positioning, and owner insights into tools, programs, and processes that accelerate deal velocity and strengthen IHG's value proposition to hotel owners and investors.

Your Day-to-Day

Strategic Planning & Business Intelligence

• Lead the development and annual refresh of the Americas Hotel Development strategic plan, aligning with IHG's broader enterprise growth strategy and brand portfolio priorities.
• Define and monitor KPIs and performance dashboards that track pipeline health, deal conversion rates, brand penetration, competitive share, and owner satisfaction across the Americas.
• Conduct ongoing competitive intelligence and market analysis to identify white space opportunities, owner trends, and market entry strategies for key trade areas and brand extensions.
• Partner with IHG's Revenue Science, Finance, and Brand teams to develop compelling owner economics models, ROI frameworks, and development feasibility tools.
• Represent Development's strategic interests in cross-functional forums, including brand positioning, capital allocation, and technology investment decisions.

Sales Enablement

• Design, build, and continuously improve a best-in-class sales enablement infrastructure — including pitch materials, owner presentations, digital tools, deal calculators, competitive battle cards, and case studies — that empower Development Directors to win deals with conviction.
• Develop and manage a comprehensive onboarding and ongoing training curriculum for new and tenured Development team members, ensuring deep brand knowledge, financial acumen, and consultative selling proficiency.
• Manage hiring strategy and alignment with role competency models to ensure top talent is selected across the org. 
• Oversee the creation and governance of a centralized content library and CRM ecosystem (Salesforce) to ensure the development team operates with accurate, current, and consistent information at all points in the sales cycle.
• Champion the use of data and analytics within the sales process, including predictive pipeline modeling, owner segmentation, and deal scoring methodologies. 
• Ensure data and insights are utilized across the organization to drive prioritized owner targeting and best use of developer time. Integrate a full-circle process to ensure clarity on owner targets
• Coordinate closely with Development Marketing, Owner Services, Legal, and Operations to align owner-facing messaging and streamline the end-to-end development process from prospecting through hotel opening.
• Develop a Development Demand Center to ensure end to end connectivity via marketing programs with target owners/developers. Manage resources to qualify and advance early lead opportunities.

Leadership & Team Development

• Lead and inspire a team of strategy analysts, sales enablement managers, and program specialists; establish clear goals, foster a culture of accountability and excellence, and develop talent for career advancement.
• Partner with the CDO and regional Development VPs to identify organizational capability gaps and develop targeted interventions, including hiring plans, learning & development investments, and process improvements.

Owner & Stakeholder Engagement

• Understand key needs of owner groups, investment firms, REITs, and franchise advisory council members to sharpen IHG's development value proposition.
• Act as a strategic advisor to the Chief Development Officer on matters of organizational design, market prioritization, deal structuring innovation, and competitive response.

What we need from You

• Bachelor’s degree in business, Finance, Real Estate, Hospitality Management, or related field; MBA or advanced degree strongly preferred.

• Minimum 12 years of progressive experience in strategy, business planning, sales enablement, commercial execution, or a closely related field, with a demonstrated track record of leading enterprise or business-unit initiatives from strategy development through execution and at least 5 years in a senior leadership capacity.

• Strong strategic planning, prioritization, and execution skills, with the ability to turn market insights and business objectives into actionable programs, operating rhythms, and measurable outcomes; familiarity with hotel franchise development and owner economics is preferred.

• Demonstrated success designing and implementing sales enablement programs, GTM strategies, or business development platforms in a complex, matrixed organization.
• Ability to translate complex data into compelling narratives for executive and owner audiences.
• Proven ability to lead, coach, and inspire high-performing teams in a fast-paced, results-oriented environment.
• Outstanding written and verbal communication skills; able to represent IHG with credibility and influence at the highest levels of owner and investor organizations.

Preferred

• Prior experience at a major branded hotel company (IHG, Marriott, Hilton, Hyatt, Wyndham, or similar) in a development, strategy, or commercial role.
• Familiarity with CRM platforms (Salesforce preferred), BI tools (Tableau, Power BI), and project management frameworks.
• Experience leading strategy or enabling functions through periods of organizational transformation or accelerated growth.

Location – Atlanta, GA.   Our hybrid work structure is an expectation of three (3) days a week in office. This expectation may be adjusted to evolve with the changing needs of the business.

The salary range for this role is $240,000 to $265,000.  This role is also eligible for variable bonus pay inclusive of both annual and long-term incentives. We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.  

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