Head of Sales & Marketing Eurasia

Job Summary

This role aims to achieve the revenue targets for the Eurasia region and to represent the region in order to build 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 to manage key owner relationships.

To do this, the Head of Sales & Marketing Eurasia will set and monitor strategic goals, champion the Wyndham Hotels & Resorts (WHR) Brands and apply our corporate policies and regional Commercial strategy.

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

Responsibilities

Sales
Regional Sales Organisation Eurasia

• Oversee the account portfolio in the region to ensure coverage is aligned with market trends and hotel requirements.
• Lead the regional and field sales team to build robust value-based relationships with key accounts across all sales segments.
• Collaborate closely with the EMEA Global Sales team on segment strategies for the region and local support for Global Accounts.
• Coach the team to develop comprehensive strategic account plans that are kept relevant and up to date.
• Drive increased lead conversion, tracked revenues and market share into hotels.
• Oversee allocated Group/ MICE Preferred Agreements and/ or Management Service Agreements in the designated territory.
• Drive RFP solicitations, market share improvements and revenues into WHR’s franchise/ managed properties.
• Oversee fee-based regional sales services including the overall value proposition, enrollment of hotels onto the programme, and service delivery.
• Deliver the Eurasia Sales revenue targets and contribute to the wider EMEA Sales targets.

Marketing

• Coordinate and represent hotels at regional industry events, trade shows and missions ensuring such events deliver ROI.
• Support the EMEA Marketing team with regional insights to ensure relevant messaging and brand positioning across all B2B and B2C touch points.
• Collaborate with the EMEA Marketing team to develop a locally relevant and impactful corporate marketing plan in accordance with global brand strategy and direction.
• Exercise ongoing planning, communication and coordination efforts with hotels on marketing campaigns, programmes and tools to build participation and utilisation of Wyndham channels.
• Monitor marketing fee spent by local franchised hotels who have this specific agreement.
• Develop and deliver a combination of local level campaigns and hotel co-op campaigns on a pay for inclusion basis.

Development

• Provide Commercial input for development opportunities including review of Sales potential and compatibility against Wyndham Commercial Foundations.

Commercial Hotel Engagement

• Oversee engagement with franchised hotel teams in the region to utilise Wyndham’s sales and marketing tools, and Commercial Foundations.
• Support new openings with sales onboarding plan.
• Collaborate closely with Regional Directors and Directors of Field Operations on relationships with key cluster owners and strategies to drive Commercial Contribution; attending Business Review Meetings (BRMs) where relevant and establishing close relationships with cluster management counterparts.

Team Leadership & Budget

• Manage applicable regional budgets, ensuring cost-effective use and accurate forecasting.
• Oversee team recruitment and performance management.
• Ensure effective training for all team members.
• Represent the team across the broader EMEA organisation.

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 and 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) as well as external partners (hotel owners, franchisees, representatives, suppliers) on a regular basis. They must be able to effectively communicate with each level of management so that they are able to share information and best practices across the organisation.

They must be able to work with very little supervision and 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 based out of the Gurgaon corporate office 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 corporate 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 and 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 organisation, including strong facilitation.
• Inspiring and motivational leadership.
• Influence, interpersonal skills and high emotional intelligence.
• Collaboration and team orientation.
• Autonomy, accountability and decision-making.
• Flexibility and innovation.
• Culturally awareness 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.

Qualifications & Requirements

• Significant experience in hotel revenue management and distribution, with sales and marketing exposure at a senior and multiple property level.
• Experience in international hotel environments with a diverse product range.
• People management experience is a must, preferably with experience in 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 and franchisee relations is required.
• Strategic planning experience and proven success.
• Commercial management experience and proven success.
• Demonstrated success in leadership and 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 Market Managing Director Eurasia, with a dotted line to the Vice President Commercial Performance & Revenue EMEA.