Head of Commercial, SEAK

Provides direction, oversight and expert level Commercial leadership to all IHG brands for Southeast Asia & Korea, both managed and franchised throughout the market. Increases revenue share penetration into the marketplace, generates profitable revenue to hotels and improves owner ROI through strategic planning and problem-solving market and hotel-specific needs.
 

Key Accountabilities

• Responsible for delivering commercial performance through the creation of priorities, tools and initiatives, that improve performance and increase revenue share penetration into SEAK whilst ensuring in-market adoption across the Division
• Leads the team of Commercial Country leads to ensure implementation and delivery of top-line revenue initiatives, best practices to hotels and deliver on channel performance and outperformance in RGI.
• Leads the annual planning cycle across all commercial functions, develops SEAK and market priorities, plans and targets, whilst overseeing the output of the annual country plans via the Commercial Country Leads, to achieve SEAK priorities.
• Drives the SEAK BU agenda with the Global Commercial teams (Sales, Marketing, Channels, Revenue, Loyalty) to ensure their functional plans and initiatives are aligned to business needs.
• Partners with Marketing Shared Services on commercial marketing plans focused on driving revenue and brand loyalty from guests and members that increase our share of wallet and drive revenue performance at the hotel and resort level.  
• Partners with Regional Sales lead to grow B2B sales performance from accounts located in BU.  Consults with Global Sales to continuously improve IHG sales processes that drive performance and streamlined strategies within the market.
• Partners with EAPAC NHOP commercial delivery to ensure market leading new hotel openings across SEAK.
• Leads on the development of distribution strategies and responsible for compliance to strategy.
• Develops scaled commercial initiatives and solutions which support annual revenue goals, opportunities, and returns to owners in conjunction with BU and Division leads
• Supports the Managed hotel annual sales & marketing budgeting and planning process in conjunction with the VP Commercial, EAPAC
• Evaluate and track revenue performance of hotels in the geographic portfolio vs. their performance targets
• Partners with Revenue Management to embed IHG Revenue Services teams, ensuring best-in-class, consistent revenue management execution, driving performance and adoption, revenue management culture, talent and evolution
• Lead the teams annual staffing, expense and budget process
• Plays an active role in the growth/development agenda, supporting pitches and upfront owner interactions during the negotiation period.
• Leads the Commercial Talent Agenda across SEAK through cadence of meetings and targets set for each Commercial Country Lead, with the objective of accelerating localization through appropriate career pathing of high potential Commercial talent in market.

Critical Expertise & Experience

• Experience in hotel/regional Commercial leadership roles with profitable revenue driving related work experience, including development and execution of strategic and tactical sales, distribution, revenue and marketing programs in a regional or multi-hotel corporate setting or similar with experience managing multiple hotel brands or products
• Demonstrated proficiency in multiple disciplines/technologies/processes related to the position as well as 7-10 years' experience managing teams and/or significant complex projects
• Demonstrated experience developing strategy for properties in various market situations, as well as leading new team development and maintaining markets
• Demonstrated experience with industry and market trends as they relate to revenue opportunities and ability to develop programs to effectively drive revenue in specific market conditions
• Demonstrated understanding of effective sales processes, including closing ability, ability to motivate sales staff and ability to develop a successful sales and marketing organization
• Exposure to managing/executing multi-faceted projects from conception to implementation