Vice President, Strategy and Sales Enablement

The Role

The VP, Strategy & Sales Enablement serves as the connective tissue between enterprise strategy, brand growth objectives, and on-the-ground development activity - translating market intelligence, competitive positioning, and owner insights into tools, programs, and processes that accelerate deal velocity and strengthen IHG's value proposition to hotel owners and investors.

Your Day-to-Day

Strategic Planning & Business Intelligence

• Lead the development and annual refresh of the Americas Hotel Development strategic plan, aligning with IHG's broader enterprise growth strategy and brand portfolio priorities.

• Define and monitor KPIs and performance dashboards that track pipeline health, deal conversion rates, brand penetration, competitive share, and owner satisfaction across the Americas.

• Conduct ongoing competitive intelligence and market analysis to identify white space opportunities, owner trends, and market entry strategies for key trade areas and brand extensions.

• Partner with IHG's Revenue Science, Finance, and Brand teams to develop compelling owner economics models, ROI frameworks, and development feasibility tools.

• Represent Development's strategic interests in cross-functional forums, including brand positioning, capital allocation, and technology investment decisions.

Sales Enablement

• Design, build, and continuously improve a best-in-class sales enablement infrastructure - including pitch materials, owner presentations, digital tools, deal calculators, competitive battle cards, and case studies - that empower Development Directors to win deals with conviction.

• Develop and manage a comprehensive onboarding and ongoing training curriculum for new and tenured Development team members, ensuring deep brand knowledge, financial acumen, and consultative selling proficiency.

• Manage hiring strategy and alignment with role competency models to ensure top talent is selected across the org.

• Oversee the creation and governance of a centralized content library and CRM ecosystem (Salesforce) to ensure the development team operates with accurate, current, and consistent information at all points in the sales cycle.

• Champion the use of data and analytics within the sales process, including predictive pipeline modeling, owner segmentation, and deal scoring methodologies.

• Ensure data and insights are utilized across the organization to drive prioritized owner targeting and best use of developer time. Integrate a full-circle process to ensure clarity on owner targets

• Coordinate closely with Development Marketing, Owner Services, Legal, and Operations to align owner-facing messaging and streamline the end-to-end development process from prospecting through hotel opening.

• Develop a Development Demand Center to ensure end to end connectivity via marketing programs with target owners/developers. Manage resources to qualify and advance early lead opportunities.

Leadership & Team Development

• Lead and inspire a team of strategy analysts, sales enablement managers, and program specialists; establish clear goals, foster a culture of accountability and excellence, and develop talent for career advancement.

• Partner with the CDO and regional Development VPs to identify organizational capability gaps and develop targeted interventions, including hiring plans, learning & development investments, and process improvements.

Owner & Stakeholder Engagement

• Understand key needs of owner groups, investment firms, REITs, and franchise advisory council members to sharpen IHG's development value proposition.

• Act as a strategic advisor to the Chief Development Officer on matters of organizational design, market prioritization, deal structuring innovation, and competitive response.

What we need from You

• Bachelor's degree in business, Finance, Real Estate, Hospitality Management, or related field; MBA or advanced degree strongly preferred.

• Minimum 12 years of progressive experience in strategy, business planning, sales enablement, commercial execution, or a closely related field, with a demonstrated track record of leading enterprise or business-unit initiatives from strategy development through execution and at least 5 years in a senior leadership capacity.

• Strong strategic planning, prioritization, and execution skills, with the ability to turn market insights and business objectives into actionable programs, operating rhythms, and measurable outcomes; familiarity with hotel franchise development and owner economics is preferred.

• Demonstrated success designing and implementing sales enablement programs, GTM strategies, or business development platforms in a complex, matrixed organization.

• Ability to translate complex data into compelling narratives for executive and owner audiences.

• Proven ability to lead, coach, and inspire high-performing teams in a fast-paced, results-oriented environment.

• Outstanding written and verbal communication skills; able to represent IHG with credibility and influence at the highest levels of owner and investor organizations.

Preferred

• Prior experience at a major branded hotel company (IHG, Marriott, Hilton, Hyatt, Wyndham, or similar) in a development, strategy, or commercial role.

• Familiarity with CRM platforms (Salesforce preferred), BI tools (Tableau, Power BI), and project management frameworks.

• Experience leading strategy or enabling functions through periods of organizational transformation or accelerated growth.

Location - Atlanta, GA. Our hybrid work structure is an expectation of three (3) days a week in office. This expectation may be adjusted to evolve with the changing needs of the business.

The salary range for this role is $240,000 to $265,000. This role is also eligible for variable bonus pay inclusive of both annual and long-term incentives . We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.

#LI-PF1

#LI-PF1

At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You'll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there's Room for You at IHG.

Over recent years, we've transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love.

We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That's why here at IHG, we give our colleagues flexibility and balance - working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that's why leaders work with teams to determine how and when they collaborate.

We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference.

Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.

Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.

Important information :

• The salary range listed is the lowest to highest pay scale we, in good faith, believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.

• No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

• If you require reasonable accommodation during the application process, please click here .

• IHG does not accept applications, inquiries, or unsolicited CVs/resumes from staffing or recruiting agencies. Please click here for our agency policy.

• If you are a resident of or applying to a job opening in the State of Washington, please click here to read about applicable benefits.

At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.