Senior Manager, Sales Excellence

The Role 

This role is responsible for managing a team of people, designing, implementing, maintaining, and measuring sales standards, processes, and best practices for IHG Global Sales.  Our intent is to enable maximum sales performance. The position will ensure Global Sales Excellence continuously align the correct account base for the region and for IHG globally.   Our team are responsible for embedding our Sales Culture, Sales Methodology and ensuring our Global Sales teams are set up for success. Enabling teams with the right Sales tools to maximise performance. 

Your day to day

• Coach, manage, motivate the Global Sales Excellence Managers to achieve their work goals and support their development.
• Support Director of Global Sales Excellence on key project and initiatives. 
• 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. 
• Manage the development and successful implementation of sales strategies and programs, including developing and refining sales training for IHG Javelin/ onboarding / offboarding and continuous soft skills support for sellers and leaders.
• Support key technical projects including further development, implementation in IHG Javelin (Salesforce), support of strategic and tactical programs, and analytics for IHG sales leadership.
• Coach other teams members outside of SE 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 
• Responsible for delivery and operational management of training courses in assigned program area (such as they relate to Global Sales)  Manage scheduling and logistical aspects of all training programs (Frequency and Variety). Manage PO’s and be the POC for key stakeholders internal and external to iHG as needed. 
• Provide workshop delivery feedback.
• Assist 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 for Global Sales Excellence. 
• Assess training and certification Rules for Operation according to brand/product line and recommend as necessary.

What we need from you

Whilst we love experience, mindset is of equal importance. We’re looking for someone who is committed with a natural ability to operate effectively in a fast moving, global environment. 

Education:

• Bachelor’s or Master's Degree in Sales Management, Business, Hospitality or an equivalent combination of education and work-related experience.

Critical Expertise & Experience:

• Demonstrated effective verbal and written communication skills for the purpose of providing information to key stakeholders, vendors, senior management and staff. Must possess strong relationship management skills, and well-developed negotiating and persuading/ impact abilities.
• Demonstrated knowledge of hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, and analytical skills.
• Demonstrated problem solving and time management skills         
• Demonstrated instructional design skills to effectively develop internal facing focused training programs.
• Strong facilitation skills and ability to communicate information to groups in a clear and concise manner. 
• Strong presentation skills 
• Demonstrated solid teamwork and interpersonal skills and ability to communicate with customers.
• Ability to seek to understand and then offer solutions as needed, build strong foundational relationships 
• Demonstrated project management and organizational skills.
• Salesforce, Cvent, Meeting Broker, GRS knowledge 
• Understanding of IHG initiatives and priorities, and Revenue Management Principles & Practices
• Strong cultural awareness – experience in working across multiple regions 
• Experienced people leader with a proven track record of driving results 
• Flexible – to accommodate multiple global timezones as needed.
• Self starter with the desire to achieve 
• Strong Coaching experience