Vice President, Strategy and Sales Enablement

Vice President, Strategy and Sales Enablement

Location: Atlanta, GA – United States (Hybrid: 3 days a week in the office)

Compensation: Base salary $240,000–$265,000, variable bonus, long‑term incentives and comprehensive benefits including medical/dental/vision, 401(k), and paid time off.

Overview

The VP, Strategy & Sales Enablement serves as the connective tissue between enterprise strategy, brand growth objectives, and on‑the‑ground development activity. The role translates 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.

Responsibilities

• Lead the development and annual refresh of the Americas Hotel Development strategic plan, aligning with IHG’s broader 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.
• 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 organization.
• 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.
• 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.
• 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.

Qualifications

• 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 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 translate 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.

Extra‑Information

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We promote a culture of trust, support, and acceptance. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws.