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.
style="color: rgb(237, 125, 49); font-family: Arial, sans-serif;">Your
Day-to-Day
Strategic Planning & Business
Intelligence
-
style="font-family: Arial, sans-serif;">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. -
style="font-family: Arial, sans-serif;">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. -
style="font-family: Arial, sans-serif;">Partner with IHG's Revenue Science,
Finance, and Brand teams to develop compelling owner economics models, ROI
frameworks, and development feasibility tools. -
style="font-family: Arial, sans-serif;">Represent Development's strategic
interests in cross-functional forums, including brand positioning, capital
allocation, and technology investment decisions.
style="font-family: Arial, sans-serif;">Sales
Enablement
-
style="font-family: Arial, sans-serif;">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 -
style="font-family: Arial, sans-serif;">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
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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
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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
-
style="font-family: Arial, sans-serif;">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.
style="list-style-type: disc;">
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.
style="font-family: Arial, sans-serif;">Demonstrated success designing
and implementing sales enablement programs, GTM strategies, or business
development platforms in a complex, matrixed organization.
style="font-family: Arial, sans-serif;">Ability to translate complex data into
compelling narratives for executive and owner audiences.
style="font-family: Arial, sans-serif;">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. -
style="font-family: Arial, sans-serif;">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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style="font-family: Arial, sans-serif;">#LI-PF1
