Manager, Sales Operations & Planning

Role Purpose

Manage key projects to support the Americas Global Sales Operations & Planning team in the planning, development and implementation of strategic and tactical programs, in order to enhance sales segment penetration and deliver competitive advantage for the Company. Drive the annual sales planning process, and work with the Director, Sales Operations and Planning to develop the Sales Operations and Planning team, and develop the business planning process.

Key Accountabilities

• Manage the annual business planning process for Global Sales – The Americas. Provide consultation, operations analysis and relevant competitive market data to assist sales segment heads as they set goals, prepare budgets and develop business plans for their respective segments. Provide statistical analysis and interpretation of market data and emerging trends, and locate relevant studies to support or debunk potential sales strategies as needed. Manage project deadlines and act as liaison with Finance in the business planning process. Review completed plans, and, with the Director Sales Ops Planning and the VP Global Sales, validate strategies, actions and costs of each plan.
• Work closely with the Director in the area of technology within Global Sales – The Americas. Develop and facilitate implementation of the sourcing, deployment, training and managerial procedures for technology systems such as Sales Force Automation to ensure the sales team maximizes these tools. Work closely with Global Sales Strategy to manage the month-end reporting requirements for Global Sales – The Americas. Ensure that reporting methodologies for the Americas are consistent with other regions and that all reporting requirements are meet on the agreed schedule.
• Assist Segment Heads or other Sales Ops team members with on-going projects.
• Coach and develop team members; hire, fire, assess, discipline, document performance, recommend salary and classifications changes. Act as an advisor to subordinate staff to help meet established schedules and/or resolve technical or operational problems in all of the department’s subject matter specialty areas.

Key Skills & Experiences

Education –

Bachelor's degree in Sales, Advertising, Business, or a relevant field of work, or an equivalent combination of education and work-related experience.

Experience –

Minimum 6-10 years’ experience in the Hotel Industry, including national/global sales experience as an account manager or similar.

Technical Skills and Knowledge –

• Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans and projects from conception through implementation.
• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Strong relationship management skills, and well-developed negotiating and persuading abilities required.
• Demonstrated proficiency in software systems for sales tracking, training and reporting purposes (i.e. Microsoft Access, Microsoft Excel, Microsoft Word, Microsoft PowerPoint, Microsoft Outlook and Microsoft Project. Central Reservation Systems and GDS connectivity knowledge – ideally, Holidex Plus. Working knowledge of the transient RFP process and RFP Express).
• Demonstrated understanding of the contracting process for Groups & Meetings and working knowledge of Delphi.
• Demonstrated knowledge of IHG communication tools such as OnLine and IHG Mail. Knowledge of IHG financial systems such as Hyperion, Peoplesoft and Accorde.
• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Must possess strong relationship management skills, and well-developed negotiating and persuading abilities.
• Demonstrated knowledge of competitors’ sales strategies, positions and initiatives.
• Demonstrated understanding of basic training procedures and techniques, and ability to develop training tools and materials.
• Demonstrated knowledge of agency operations, electronic distribution, and hotel operations, and demonstrated ability to develop effective sales plans using this knowledge.
• Demonstrated knowledge of electronic distribution – both GDS & Internet, hotel operations, central reservations, global sales operations, Request For Proposal (RFP) process, and CRO/GDS rate loading strongly preferred.