Program Growth Manager

Full-time

IHG Hotels & Resorts

Role Purpose
Dedicated commercial engine for selling and converting IHG hotels into new service levels (Core, Plus and Signature). Proactively prospects, qualifies and closes service-level opportunities across AMER, translates service strategy into owner-facing value propositions, manages a measurable sales pipeline, and partners with Operations for seamless handoff and value realization.
Key Accountabilities
Service-Level Sales Strategy & Targeting:
Maintain segmentation and prioritization criteria for Core, Plus and Signature opportunities; maintain pursuit calendar and account-plan framework.
Business Development Execution:
Lead outbound prospecting, consultative outreach, owner-facing discovery, value presentations, objection navigation and service-level commitment closure.
Pipeline Management & Conversion Tracking:
Build and manage pipelines in Salesforce or designated CRM; track volume, velocity and conversion rate by service tier; report pipeline health and risks.
Event-Driven Activation & Owner Engagement:
Leverage owner events and forums to showcase services; capture leads; build proposals, case studies, ROI models and negotiation tactics.
Cross-Functional Alignment & Operational Handoff:
Partner with RM, Sales, Business Operations, Operations and Regional Collective Leads. Ensure clean sales-to-activation-to-operations handoff.
Value Proposition & Continuous Improvement:
Translate each service level into owner value; provide structured insights on conversion drivers, blockers and acceleration opportunities; recommend offering and packaging refinements.
Key Metrics
Service-level adoption growth; tier migration / upgrade conversion; incremental revenue contribution
Pipeline health: volume, velocity and conversion rate; post-activation stability; owner confidence and retention scores
Required Education, Experience and Technical Skills
Educational Requirements: Bachelor's degree in business, Hospitality or related field.

Experience: 5+ years in commercial services, revenue management or hospitality sales; 3+ years client-/owner-facing consultative selling; program activation/service transitions; pipeline ownership and target attainment.

Technical Skills: CRM/pipeline tools; pricing platforms; BI dashboards and performance reporting.
Competencies:
Advanced: consultative selling, owner relationship management, pipeline discipline.
Advanced Expert: service-level positioning, objection handling and negotiation.
Expert: business development, conversion mindset and commercial storytelling.
Capabilities:
Owner-Facing Value Creation: Translate Core, Plus and Signature strategy into clear commercial and operational value.
Pipeline and Conversion Management: Operate with urgency and measurable outcomes from prospecting through close.
Cross-Functional Activation: Coordinate clean handoffs from sales to activation to operations.
Feedback Loop and Continuous Improvement: Convert field insight into positioning, packaging and acceleration recommendations.
Location -This role is remote USA

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Vacancy posted 3 days ago

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