Manager, Sales Operations

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, 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 the business planning process.

Note: The original text contains duplicated Role Purpose content; the refined version presents a single, clear description.

• 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 of 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 met 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.

• 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.
  • Strong verbal and written communication, relationship management, negotiating and persuading abilities.
  • Proficiency in software systems for sales tracking, training and reporting (e.g., Microsoft Access, Excel, Word, PowerPoint, Outlook, Project; Central Reservation Systems and GDS connectivity such as Holidex Plus).
  • Knowledge of contracting for Groups & Meetings and working knowledge of Delphi; familiarity with IHG tools (OnLine, IHG Mail) and financial systems (Hyperion, PeopleSoft, Accorde).
  • Understanding of electronic distribution (GDS & Internet), hotel operations, RFP process, and CRO/GDS rate loading; knowledge of competitors’ sales strategies.
  • Ability to develop training tools and materials and to create effective sales plans using knowledge of agency operations, electronic distribution, and hotel operations.

Note: The original content included several postings and location updates which are not relevant to the role itself and have been omitted to maintain focus on the job responsibilities and qualifications.