Program Growth Manager
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AI Summary
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
At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey?
Who we are
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.
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