Mgr Sales Effectiveness

Role Purpose

The Sales Excellence Manager is responsible for designing, implementing, maintaining and measuring sales standards, processes and best practices for Global Sales that will enable maximum performance from Sales. The position will be responsible for ensuring that their designated Sales team is continuously aligned to the correct account base for their region, team and role. 

Key Accountabilities

• Work with Sales Leaders to identify skills gaps.  Leaders from teams they support and wider Global Sales.  Manage the development of training programs/applications, curricula, assessment tools and corresponding materials (including lesson plans, participant materials, job aids, user manuals, etc.)
• Work with external third-party training partners to schedule training sessions for teams, including logistics (venue, accommodation etc).
• Evaluate designated programs to determine effectiveness, need for enhancements, or elimination of programs; actively pursue alternate training vehicles/methods and interactive training technologies.
• Manage the successful implementation of sales strategies and programs, including developing and refining sales training for IHG Javelin/onboarding and continuous soft skills support for sellers and leaders.
• Support key technical projects including further development and implementation in IHG Javelin (Salesforce), support of strategic and tactical programs, and analytics for IHG sales leadership.
• Support Sales Leaders and peers in their coaching journeys.
• Resolve technical and operational problems within IHG Javelin or any other Sales tool supported by Global Sales Excellence.
• Work with Revenue Operations and Sales Leadership to ensure the right accounts are with the right sellers.
• Monitor account target and production thresholds and work with sellers and leaders to advise / educate on strategies to increase production, as needed.
• Facilitation and participation in CRM/IHG Javelin Ways of Working account reviews.
• Javelin libraries kept up to date and SOP’s created as per IHG Guidelines to support Sales Teams
• Responsible for delivery and operational management of training courses in assigned program area (such as Revenue/Systems, Quality/Service, or Centralized Training).  Manage scheduling and logistical aspects of all training programs (Frequency and Variety).
• Provide workshop delivery feedback – for external vendors we work with for training
• Complete Performance Management responsibilities for assigned Team.
• Partner with teams/ Leadership on Special Projects as needed
• Establish / refresh performance standards and operating procedures as needed.
• Demonstrate knowledge and use creativity with AI/ technology  - being current with what is available to enable teams
   

Education:

Critical Expertise & Experience

• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and teams.
• Demonstrated knowledge of hotels and hotel sales & marketing, along with sales ability, sales management, problem solving and analytical skills.
• Knowledge of Project Management.
• Demonstrated problem solving and time management skills  
• Demonstrated skills to effectively develop client focused training programs.
• Strong facilitation skills and ability to communicate information to groups in a clear and concise manner. (Learning environment)
• Demonstrated solid teamwork and interpersonal skills.
• Working knowledge of Salesforce, Cvent, Meeting Broker, GRS would be advantageous.
• Understanding of IHG initiatives and priorities, and Revenue Management Principles & Practices would be advantageous.