Director of Sales & Marketing

About IHG Hotels & Resorts

At Crowne Plaza®, part of IHG Hotels & Resorts, the focus is on enabling guests to achieve their goals and feel recognized. The brand aims to bring humanity to business travel by fostering a caring and flexible environment, encouraging hotel colleagues to "Dare to Connect." This service style emphasizes proactive engagement, adapting to guest needs, prioritizing business requirements, and enabling quality downtime.

Role Summary

IHG Hotels & Resorts is seeking a Director of Sales & Marketing for its operations in Al Madinah (Medina). This full-time role requires 5-10 years of experience and involves developing and implementing revenue strategies, leading the sales team, and driving revenue through direct client contact and sales activities. The Director will ensure business plans are created and executed, monitor sales performance against targets, and report to the General Manager or delegate.

Key Responsibilities

• Develop and implement a sales plan in collaboration with the General Manager and Commercial Team, focusing on metrics such as Topline Revenues, GOP, TGOP, RGI, RevPar, ADR, M&E, and F&B Revenues.
• Set sales team goals to maximize profitability across the department.
• Support the General Manager in preparing the hotel's annual budget and financial plans over 1, 3, and 5 years.
• Produce monthly reports and forecasts to identify current and potential market trends.
• Coordinate and lead Sales and Marketing activities to increase revenue and market share.
• Engage with the IHG RFP program to maximize the hotel's market share from the corporate segment.
• Ensure the sales team maintains and develops relationships with key hotel accounts and identifies new potential accounts through appropriate sales activities.
• Support the General Manager by ensuring the sales team manages a portfolio of key accounts and maintains relationships with IHG KADs through regular contact.
• Drive a sales culture across the entire hotel by ensuring all team members proactively create and convert revenue opportunities in all areas and outlets, based on strategies and financial targets outlined in the hotel’s annual Integrated Business Plan (IBP).
• Ensure all databases, client profiles, and promotions are updated and accurate, complying with GDPR.
• Make decisions regarding sales opportunities to benefit the total revenue of the hotel.

Collaboration and Decision-Making

This role involves shared accountability for total revenue, key financial performance metrics, and guest satisfaction. Key interfaces include the Marketing Team, Reservation Team, M&E team, Front Office Team, and Finance Team. The Director of Sales & Marketing will own compliance with IHG Sales principles, sales reporting, IRFP processes, and the review of tentative, prospect, and turned-down business. The role influences budgets and forecasts, market and client intelligence, sales management of on-property teams, displacement decisions, and Integrated Business Planning (IBP).

Qualifications and Experience

• A minimum of 5-10 years of relevant experience is required for this position.
• Demonstrated ability to develop and implement revenue strategies.
• Experience in leading sales teams to achieve measurable business outcomes.
• Proficiency in financial planning, reporting, and forecasting.
• Strong understanding of market trends and sales activities.

Company Culture

IHG Hotels & Resorts fosters a global family environment where team members trust and support each other, act with integrity, and welcome diverse perspectives. The company values individuals who are attentive to detail and continuously seek ways to improve guest experiences. IHG Hotels & Resorts is an equal opportunity employer, committed to providing equal employment opportunities without regard to race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status, or any other characteristic protected by law.