Head of Sales

Overview

This role exists to achieve the revenue targets for the Eurasia region and to represent the regions in building an aligned Brand Contribution Strategy by providing: leadership and coaching, role model behaviour, positive relationships with key internal and external stakeholders, revenue opportunities through regional sales accounts, regional brand awareness, and support to operations leaders in managing key owner relationships.

To do this, this role will set and monitor strategic goals, champion our Brands and apply our corporate policies and regional Commercial strategy.

As a leader, this role will also foster an innovative, collaborative environment and channel technical expertise to continually rethink existing processes, policies and procedures, engage fellow Commercial departments and stakeholders to deliver meaningful change.

Scope/Financial Responsibility

The Head of Sales & Marketing Eurasia will work directly with the Commercial leadership team to develop strategies to improve the business results for the region. This role will have oversight of a regional budget covering the regional sales & marketing plan – and will influence budgets for managed properties through review and feedback to General Managers.

Complexity

The Head of Sales & Marketing Eurasia will be working with teams at different levels within the company (regional and corporate) and will be working with external partners (hotel owners, franchisees, representatives, suppliers) on a regular basis. The Sales & Marketing Eurasia must be able to effectively communicate with each level of management so that he/she is able to share information and best practices across the organization.

The individual in this position must be able to work with very little supervision and must possess the ability to make decisions that could materially affect the financial position of the region or reputation of the Company in the market.

Travel Requirements

The position will be Gurgaon Support Office based and will require approximately 30% travel. The majority of the travel will be to visit sales accounts and key business partners across the region and occasionally the Regional EMEA office in London.

Key Competencies

Alongside the professional competencies outlined below, the successful candidate will demonstrate the fundamentals of Wyndham’s Count on Me Service Culture to be Responsive, Respectful and Deliver a Great Experience. This will form the cornerstone of their approach as they carry out all tasks with the Count on Me Building Blocks in mind;

Compassionate, Engaged, Dependable, Courteous, Engaged, Inclusive, Hospitable, Prepared and Personalised.

• Strategic leadership combining analysis of accounts & market trends with strong interpersonal skills and industry knowledge.

• Strong business acumen with results orientation to drive key business performance metrics

• Excellent communication skills, both written and verbal, ability to communicate with individuals at all levels of the organization, including strong facilitation

• Inspiring and motivating leadership

• Influence, interpersonal skills and high emotional intelligence

• Collaboration and team orientation

• Autonomy, accountability and decision making

• Flexibility and innovation

• Culturally aware and ability to effectively increase knowledge of regional market requirements with stakeholders outside the region

• Self-motivated, able to work to deadlines and manage competing demands

• Strong customer focus and relationship management skills

• Strong analytical mindset, able to tell compelling stories from data

Requirements and Qualifications

• Significant experience in a hotel revenue management and distribution with sales and marketing exposure at a senior and multiple property level
• Experienced in international hotel environments with a diverse product range
• People management experience is a must preferably with experience of managing senior remote reporting relationships
• Must be a competent user of management and system reporting tools.
• Proficient in Revenue Management systems, hotel property management systems, and industry related reports
• Must be fluent in spoken and written English. An additional EMEA language would be advantageous.
• Experience of navigating the complexities of owner & franchisee relations is required
• Strategic planning experience and proven success.
• Commercial management experience and proven success.
• Demonstrated success in leadership.
• Demonstrated success in using entrepreneurial approaches to Commercial challenges
• High level strategic and tactical commercial decision-making skills.

Organisational Relationships

The Head of Sales & Marketing Eurasia will report to the Regional Director Eurasia and dotted line to Vice President Commercial EMEA