Director, Commercial Performance, Premium Brands [Eastern or Western US Region]

This role acts as the strategic commercial leader and champion of premium brands within a cross-functional matrix organization. Responsible for driving superior commercial performance across a defined hotel portfolio and field-based commercial team, the role is focused on achieving outperformance in RGI within the premium hotel segment.

Key responsibilities include leading and aligning Sales, Revenue Management, Channel Strategy, and Field Marketing to maximize top-line results. The role collaborates across the organization to proactively plan and execute tactical initiatives that drive demand, grow market share, and optimize revenue while developing team talent and skill. This position supports Regional Sales Directors in elevating total account management and applying modern sales principles to enhance channel performance. It partners closely with internal partners and hotel-level leadership, including owners, management companies, Directors of Sales, and General Managers—to co-develop and implement brand-aligned commercial strategies. These strategies encompass channel optimization, market positioning, demand generation, and segmentation mix to unlock incremental revenue and boost profitability.

Additionally, this role drives capability building through hands-on coaching, performance management, and targeted development opportunities and is a key leader within the team. It ensures alignment and execution of commercial initiatives while identifying and activating key and regional account opportunities that support long-term, sustainable revenue growth.

Your day to day 

• With accountability across the sales, marketing, revenue management and distribution and relationship marketing functions for regional above and on-property sales and marketing teams, this role works closely to ensure implementation and delivery of top-line revenue initiatives, best practices to hotels and deliver on channel performance and outperformance in RGI.
• Sets the strategic direction for the Regional Sales team and ensures their annual sales targets are met or exceeded through the driving of the next generation sales principals and total account management delivery.
• Lead and role model a high-performance culture. 
• Provides commercial direction to Area / Directors of Sales and Marketing in the development of effective sales and marketing strategies and plans to ensure rate and occupancy objectives are achieved. Keeps abreast of best practices in the region and tailors activities to specific areas/countries
• Works with Regional and Area General Managers, General Managers and Area / Directors of Sales & Marketing to review business projections and develop commercial tactical initiatives which support annual area revenue goals and returns to owners, shareholders and franchisees for new and existing hotels
• Is the brand advocate in the region and is responsible for the representation of all brands in collateral, advertising, promotions and displays; ensuring that all brand standards and values are always maintained by all stakeholders; Sales & Marketing; the hotels and Franchisees
• Manages the development and pipeline of talent of sales and marketing teams and above property sales teams through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals
• Collaborate with FPS to guarantee a unified and seamless process to hotels and clients. Partner with Franchise Revenue & Field Marketing team on sales and revenue strategy.
• Diagnose root cause of performance issues at hotel(s), prioritize information and create specific action plans based on data analysis to deliver incremental revenue and improve market share. 
• Analyze and interpret market research data, identify gaps in performance to determine hotel (s) strengths and weaknesses relative to its competitors.
• Based on hotel assessment, determine appropriate consultation with key stakeholders, management companies, and/or hotels (including GM and Director of Sales), either over the phone or through an in person visit.
• Develop tactical and strategic sales and marketing plans with the hotel, owner, and/or management company designed to maximize hotel revenues from local, regional, and national markets, to drive hotel-level sales performance, and market share position.; Identify potential clients and assist the local sales team in developing account penetration plan.
• Review IHG training and tools to improve IHG sales processes that drive performance, improve sales and marketing efficiency and build a stronger sales culture.
• Consult with the local sales team on best practices, IHG sales tools, and brand information to enhance the sales process and penetrate specific market segments and key accounts.
• Communicate with FPS and other key internal stakeholders regarding next steps for hotel, owner, and/or management company to execute action plan.

What we need from you

• Bachelor degree or equivalent 
• Has attended Commercial & Marketing focused workshops facilitated by industry/tertiary providers
• Experience in hotels sales or commercial activities at a regional level
• 3+ years’ experience with multi-brand entity
• 3+ years’ experience with Full Service or Premium Brand Segment hotels
• 3+ years’ multi-unit management 
• Has experience participating in an industry task force
• Embodies an enterprise & growth mindset
• Ability to motivate, coach, and rally team performance; Clearly establishes goals and objectives and sets performance targets
• Deliver presentations with impact and influence; Partnership driven; Meet deadlines with results
• Appreciation of hotel and distribution systems
• Ability to analyze, interpret and extract trends from data with call-to-action 
• Display an understanding of regional market trends 
• Proactively mitigates escalation
• Creates a work environment that:
  • Cultivates a culture of high-performance
  • Energize, motivate and support employees
  • Foster a climate of open communication, trust and respect
  • Encourages team behavior
  • Effectively communicates with all levels

Travel – 60%

Location – Remote: **Candidate should ideally reside in Salt Lake City, UT or Atlanta, GA near a major US airport**

The salary range for this role is $100,000.00 to $180,000.00.  This role is also eligible for bonus pay (as applicable). 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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At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey?