Portfolio Director of Sales and Marketing

As Portfolio Director of Sales & Marketing, you'll be responsible for leading the overall commercial strategy and performance across the entire 12-hotel portfolio. The role will provide strategic leadership across Sales, Marketing, Revenue Generation, Business Development, Distribution, Digital Marketing, Brand Positioning, and Commercial Excellence.

You will ensure that all hotels maximize revenue opportunities, achieve market share growth, strengthen brand presence, and deliver sustainable profitability while developing high-performing commercial teams across the portfolio.

Your Day to Day

People

• Lead and mentor Regional Directors of Sales, Directors of Sales, and hotel commercial teams across all portfolio hotels.
• Build a high-performance commercial culture focused on accountability, collaboration, and results.
• Establish succession planning and talent development strategies for commercial teams.
• Drive alignment of commercial objectives across all hotels.
• Conduct quarterly business reviews and performance evaluations with regional leaders.
• Develop commercial capability through coaching, mentoring, and structured development programs.
• Partner with HR to identify and develop future commercial leaders.

Sales Leadership

• Develop and execute the portfolio-wide sales strategy across all 12 hotels.
• Drive market share growth across all key segments including Corporate, MICE, Government, Airline, Leisure, Crew, and Long Stay.
• Oversee strategic account management and national sales initiatives.
• Develop partnerships with key corporate accounts and industry stakeholders.
• Lead acquisition of major regional and national accounts.
• Drive portfolio-wide sales effectiveness and productivity initiatives.

Marketing & Brand Strategy

• Develop and oversee the annual portfolio marketing strategy.
• Ensure alignment of all marketing activities with business objectives and brand standards.
• Drive digital marketing, social media, PR, and reputation management strategies.
• Evaluate effectiveness and ROI of all marketing investments.
• Lead market positioning and brand awareness initiatives across all regions.
• Oversee tactical campaigns supporting occupancy and revenue objectives.

Revenue & Distribution

• Partner with Revenue Management leadership to establish portfolio pricing and distribution strategies.
• Drive RevPAR, ADR, Occupancy, Market Share, and Revenue Index growth.
• Monitor demand trends, market intelligence, and competitive activity.
• Lead portfolio forecasting, budgeting, and commercial planning processes.
• Identify and capitalize on emerging revenue opportunities.
• Ensure alignment between Revenue, Sales, Marketing, and Operations.

Financial

• Own overall commercial performance of the portfolio.
• Deliver portfolio revenue and profitability targets.
• Monitor commercial expenditures and optimize ROI.
• Drive commercial efficiencies and productivity improvements.
• Ensure all hotels achieve agreed business objectives and budget targets.
• Present portfolio performance reviews to senior leadership.

Guest Experience

• Ensure commercial initiatives support delivery of exceptional guest experiences.
• Utilize Guest Love, HeartBeat, OTA reviews, and guest feedback to identify commercial opportunities.
• Support hotels in developing initiatives that drive guest loyalty and repeat business.
• Promote cross-selling and upselling opportunities across the portfolio.

Responsible Business

• Represent the portfolio within the hospitality industry and business communities.
• Build strategic relationships with government bodies, tourism boards, chambers of commerce, and industry partners.
• Promote sustainability initiatives and leverage them as commercial differentiators.
• Ensure adherence to IHG brand standards and commercial governance.
• Drive innovation and best practice sharing across all hotels.

What We Need From You

• Bachelor's Degree in Marketing, Business Administration, Hospitality Management, or related field.
• 15+ years of progressive hospitality sales and marketing experience.
• Minimum 5 years in a senior commercial leadership role.
• Multi-property or portfolio leadership experience is essential.
• Strong expertise in Sales, Marketing, Revenue Management, and Distribution.
• Proven track record of delivering significant revenue growth.
• Strong commercial acumen and strategic planning capability.
• Exceptional leadership, communication, and stakeholder management skills.
• Experience managing large, geographically dispersed teams.
• Ability to influence at executive leadership level.

Accountability

This is the most senior commercial leadership role within the portfolio and is accountable for:

• Revenue growth across all 12 hotels.
• Market share performance.
• Sales and marketing strategy execution.
• Commercial talent development.
• Brand positioning and reputation.
• Revenue optimization and profitability.
• Commercial governance and compliance.
• Delivery of overall portfolio business objectives.
  
  What we offer:
•  5-day work week
•  On-duty meals
•  Medical insurance & ESIC (as applicable)
•  Learning & development opportunities
•  Employee stay and F&B discount across IHG hotels (as applicable)
•   Global Internal transfer mobility within IHG (optional, subject to eligibility & NOC)