Director of Global Sales, South West Asia

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    "ShortDescriptionStr": "This role is responsible for leading strategic account management for a portfolio of high-value international clients to drive revenue growth within SWA. It involves building strong long-term customer relationships, developing and leading a high-performing sales team, identifying new commercial opportunities, negotiating strategic contracts, and collaborating with internal and external stakeholders across the IMEA region to maximize sales performance and deliver business targets.",
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    "ExternalDescriptionStr": "<p><strong>Role Purpose</strong><br>To strategically manage a designated account portfolio to maximise high international revenue growth and lead an experienced sales team to deliver the largest growth opportunities within SWA.</p><p>&nbsp;</p><p>&nbsp;</p><p><strong>Key Accountabilities</strong></p><p><span lang=\"EN-GB\">1.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Develop and manage long term customer relationships within the larger / international industry groupings with the largest growth opportunities taking ownership of the delivery of customers’ expectations, developing a deep understanding of client hotel requirements.</span></p><p><span lang=\"EN-GB\">2.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Attract, lead and develop the best in class talent in your respective team and drive high quality performance and revenue against defined targets</span></p><p><span lang=\"EN-GB\">3.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Drive compliance excellence and continuously improve people, processes, tools, sales strategy and delivery models&nbsp;</span></p><p><span lang=\"EN-GB\">4.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Strategically drive system delivery and utilisation through preferred distribution channels to determine rates and undertake client negotiations in line with IHG strategy</span></p><p><span lang=\"EN-GB\">5.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Develop and execute strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial contracts&nbsp;</span></p><p><span lang=\"EN-GB\">6.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Identifying high-spend (luxury/upscale) cross-occasion/industry opportunities and resourcing Groups and Meeting and secondary sellers as appropriate&nbsp;</span></p><p><span lang=\"EN-GB\">7.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Support strategic and tactical promotions and initiatives to maximise revenue in need periods, working closely with key need and new properties to identify touch points within account portfolio&nbsp;</span></p><p><span lang=\"EN-GB\">8.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Role model the 2X behaviours to sellers and other stakeholders within the organization, demonstrating internally and externally that they are a trusted advisor capable of providing expert solutions and insight of industry and market trends.&nbsp;</span></p><p><span lang=\"EN-GB\">9.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Support and participate in internal and external events to maximise resource and drive broader and deeper relationships</span></p><p><span lang=\"EN-GB\">10.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Manage, delegate and develop account resources and/or virtual teams to effectively drive sales results (e.g. Groups and Meetings sellers and New Business)&nbsp; &nbsp;</span></p><p><span lang=\"EN-GB\">11.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Work across a wide variety of cultures and markets, tailoring approach and behaviours to understand key differentiators and leverage best practices accordingly</span></p><p><span lang=\"EN-GB\">12.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Demonstrate a best in class approach with compliance towards a processes, tools and sales strategy and ways of working (IHG Sales Playbook)</span></p><p><span lang=\"EN-GB\">13.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Management of internal stakeholders such as Owners, General managers, VP Operations SWA and MD SWA.</span></p><p>&nbsp;</p><p>&nbsp;</p><p><span lang=\"EN-GB\"><strong>Required Education, Experience, Technical Skills and Knowledge</strong></span></p><p><span lang=\"EN-GB\"><strong>Education:</strong></span></p><p><span lang=\"EN-GB\"><strong>•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </strong>Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.&nbsp;</span></p><p><span lang=\"EN-GB\"><strong>Critical Expertise &amp; Experience:&nbsp;</strong></span></p><p><span lang=\"EN-GB\"><strong>•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </strong>Significant experience in a senior management role - leading, coaching and developing a high-performance team</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Significant experience in an account management role with a portfolio of high growth international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Significant experience of applying methodologies such as Helping customers succeed, seven habits or other similar framework across a team at large.&nbsp;</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Significant experience of negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage and execute mutually beneficial contracts</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; An advanced ability to make effective commercial decisions based on an understanding and analysis of key commercial information and commercial levers</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Significant experience in initiating, developing and managing mutually beneficial relationships with customers, hotel owners &amp; on-property sales teams</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Significant experience of operating in culturally diverse teams across the IMEA market</span></p><p><span lang=\"EN-GB\">•&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Significant IMEA/International strategic sales experience in a senior manager role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions.</span></p>",
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    "OrganizationDescriptionStr": "<p class=\"MsoNormal\"><b>Who we are</b></p>\n<p class=\"MsoNormal\"></p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\">At IHG Hotels &amp; Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You’ll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there’s Room for You at IHG.</p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\"><br/></p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\">Over recent years, we’ve transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests &amp; owners love.</p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\"><br/></p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\">We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That’s why here at IHG, we give our colleagues flexibility and balance – working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that’s why leaders work with teams to determine how and when they collaborate.</p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\"><br/></p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\">We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference.</p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\"><br/></p>\n<p class=\"MsoNormal\" style=\"margin-bottom:0in;\">Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels &amp; Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws.&nbsp; We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.</p>",
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