Senior Commercial Performance Manager, Luxury & Lifestyle

Key Accountabilities

●   Works closely with Regional/Area General Managers, VP Operations / Regional Director of Operations, General Managers and hotel Directors of Sales & Marketing to conduct business reviews and develop marketing and sales strategies and tactics which support revenue maximization, enhancement of brands and returns to owners, shareholders and franchisees for new and existing hotels.
●   Reviews marketing and sales budgets and allocated expenditures to ensure most effective use of funds available to support business objectives.
●   Assist hotels in fully utilizing the available market intelligence for developing strategic plans and better understanding of the competition and the business trend. 
●   Conduct periodical reviews on all hotels in the assigned area and identify hotels with a shortfall in revenue against budget or a downtrend in business.  Work with the hotels on developing strategies and plans addressing the issues and follow through on the execution.
●   Work closely with Regional Director of Sales & Marketing and Revenue Management team on driving hotel performance with emphasis on high CTP hotels and key cities.  Ensure that the hotels are making full use of the corporate resources and provided with full support from all disciplines.
●   Driving Cluster Initiatives in key cities to leverage on scale and resources.  Such activities include sales, revenue management, cluster promotions etc.  
●   Ensure that the hotels are fully utilizing the support from Regional Sales Team in pursuing business from key target segments and accounts.  
●   Assist hotels in driving IHG Loyalty contribution and utilizing the loyalty database for promotions and awareness building.
●   Provide support to hotels on growing the system contribution by maximizing the use of all booking channels.
●   Work with New Hotels Opening Performance team in the development of the pre-opening sales and revenue planning of new hotels and to ensure that the plans are well executed. Keeps abreast of Sales & Marketing related best practices in the assigned area and take the initiative to share with other Area DOSMs and DOSMs.
●   Ensure synergy in the use of hotel operating systems, technology and sales practices and the sharing of best practices.
 

Key Skills & Experiences

Experience –

8+ years progressive work-related experience, with at least 5 years in hotel operations management or relevant sales and marketing which includes the development of the development and execution of tactical sales programs (business plans) and regional or multi-hotel corporate experience a plus.

Technical skills and Knowledge –

• Demonstrated ability to adapt consultation based on the complexity of the hotel, from limited service to full service and extended-stay products
• Ability to quickly build trusted relationships with owners, hotels, and internal IHG stakeholders in a limited amount of time.
• Demonstrated knowledge of marketing and sales principles, including channel strategy.
• Demonstrated ability to interpret hotel performance data, and diagnose root causes of issues and develop action plans tailored to individual hotel/account needs that drive incremental revenue and market share.
• Demonstrated ability to understand competition in a market and identify gaps in hotel’s performance to competitors and execute a strategy to drive performance.
• Demonstrated understanding of hotel’s business mix and the ability to develop segmentation strategies and plans.
• Demonstrated understanding of daily/weekly/monthly/seasonal demands, booking patterns and pricing.
• Ability to identify demand generators.
• Demonstrated ability to advise and assist in development of business travel strategy and execution of the RFP process to improve revenue performance.
• Demonstrated knowledge and ability to interpret data from resources and systems that provide insight on business travel accounts and travel agencies at top producing hotels in market.
• Demonstrated experience in working with hotels individually to develop account plans to increase share of business.