IHG Hotels & Resorts
Overview
The Head of Commercial Strategy, AMER, is a senior strategic leader responsible for guiding the region’s revenue management strategy and direction, shaping and embedding initiatives, aligning global priorities with local needs, and driving commercial performance across AMER in partnership with key business functions. The role collaborates closely with the Global Revenue organization to ensure that all functional initiatives originating globally are tailored for and successfully embedded within the region, with clear decision rights for all AMER-related matters, while also being actively involved in global revenue meetings and decision-making processes to represent AMER\'s interests and ensure alignment with global strategies. What We Need From You
Educational and professional foundation:
Bachelor’s or Master’s degree in a relevant field, with 15+ years of progressive experience in revenue strategy, including leadership roles in sales, distribution, and revenue management. Proven leadership in transformational change and revenue growth across the Americas, with a strong focus on strategic execution and cross-functional team development. Extensive experience in hotel performance analysis, implementing strategies aligned with organizational goals and bottom-line impact. Expertise in strategic planning and innovation, with the ability to navigate complex organizational structures and build consensus. Deep understanding of hospitality industry dynamics, including brand performance, distribution strategies, and the full customer journey. Strong project management skills, successfully leading large-scale initiatives from concept to completion. Advanced knowledge of industry trends, pricing, yield management, and selling strategies, with a proven ability to influence senior leadership. Responsibilities
Set Strategic Direction for AMER Americas Revenue & Commercial Organization: As a key partner to the AMER SVP Americas Commercial & Revenue Management, define and lead the vision, mission, and strategic direction for revenue management across AMER, ensuring alignment with IHG’s global priorities while tailoring for regional needs and business dynamics. Collaborate with key commercial partners in Global Sales, Global Marketing, and Loyalty to align priorities and goals. Lead Commercial & Revenue Performance: Partner with Commercial Sales, Revenue Management, and Operations leaders to guide the development, monitoring, and support of hotel-level revenue and commercial plans, utilizing analysis of budgets, forecasts, pace, and trends to drive top-line growth and market share. Represent AMER's top-line revenue performance in key meetings, including the AMER Commercial Performance Committee, Global Revenue Forums, and AMER Monthly Business Reviews, ensuring alignment and visibility on regional performance and strategic priorities. Embed Global Initiatives Locally: Collaborate with the Global Revenue organization to adapt, embed, and operationalize global revenue initiatives across AMER, ensuring consistency, local relevance, and successful execution with clear decision rights for all AMER-related matters. Oversee Revenue Tools, Systems Adoption: Champion the adoption, optimization, and continuous improvement of IHG Revenue Management systems, tools, and infrastructure across the AMER region. Identify and address barriers to enhance effectiveness and efficiency, ensuring that the region’s revenue management capabilities, processes, and tools are aligned with broader commercial objectives and set up to drive optimal performance. Lead AMER Pricing Strategy & Optimization: Own AMER’s regional pricing strategy, making final decisions in collaboration with Global Pricing and Commercial teams, balancing consumer relevance, brand differentiation, and global consistency where appropriate. Drive innovation through test-and-learn approaches and dynamic pricing models. Oversee Strategic Programs & Projects: Lead all major programs, projects and initiatives for the Americas Commercial & Revenue Management organization. Coordinate with cross-functional partners and Americas Commercial & Revenue leadership to embed and deploy initiatives into field and hotels. Champion Strategic Revenue Leadership: Lead cross-functional alignment on revenue management strategy across Commercial and Operations teams. Serve as an advocate for revenue management, including the Revision program, representing AMER at global forums and regional leadership groups. Additionally, serve as a member of the extended leadership team for the SVP, ACRM, Americas, attending any of their in-person meetings to ensure alignment of global initiatives and support driving strategic functional priorities. Foster Stakeholder Engagement: Build strong relationships with hotel owners, operators, and regional and global corporate stakeholders to align on revenue strategies appropriate for AMER, reinforce adoption of key initiatives, and build long-term commercial value. Support Analytical Excellence & Competitive Intelligence: Partner with the Global Revenue and Insights & Analytics teams to receive and leverage revenue management analytics, forecasting, and benchmarking, utilizing advanced techniques and external best practices. Oversee ongoing competitive analysis to identify opportunities to outperform the competition in key areas. Collaborate on Integrated Commercial Strategy: As a key member of the AMER Commercial Leadership team, partner closely with Sales, Marketing, Digital, Loyalty, Finance, and Brand teams to ensure that revenue strategies are embedded within broader commercial plans and initiatives. Location
Atlanta, GA. Our hybrid work structure is an expectation of three (3) days a week in office. This expectation may evolve with changing business needs. The salary range for this role is $100,000 to $229,000 . This role is also eligible for bonus pay (as applicable). We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees. Compensation and Company Details
IHG Hotels & Resorts, over 6,000 hotel destinations worldwide. We are a hospitality business and promote an inclusive culture with equal employment opportunities for 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. We are a hospitality business at our core and value connections and being together to foster belonging and productivity. We offer a hybrid work approach and a range of benefits including room discounts, recharge days, volunteering days, and wellbeing initiatives. Additional
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 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. Seniority level
Executive Employment type
Full-time Job function
Management, Finance, and Analyst Industries: Hospitality Note: This description is a refined version of the original job post for formatting purposes. It preserves the content and intent while organizing into structured sections and compliant HTML tags.
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The Head of Commercial Strategy, AMER, is a senior strategic leader responsible for guiding the region’s revenue management strategy and direction, shaping and embedding initiatives, aligning global priorities with local needs, and driving commercial performance across AMER in partnership with key business functions. The role collaborates closely with the Global Revenue organization to ensure that all functional initiatives originating globally are tailored for and successfully embedded within the region, with clear decision rights for all AMER-related matters, while also being actively involved in global revenue meetings and decision-making processes to represent AMER\'s interests and ensure alignment with global strategies. What We Need From You
Educational and professional foundation:
Bachelor’s or Master’s degree in a relevant field, with 15+ years of progressive experience in revenue strategy, including leadership roles in sales, distribution, and revenue management. Proven leadership in transformational change and revenue growth across the Americas, with a strong focus on strategic execution and cross-functional team development. Extensive experience in hotel performance analysis, implementing strategies aligned with organizational goals and bottom-line impact. Expertise in strategic planning and innovation, with the ability to navigate complex organizational structures and build consensus. Deep understanding of hospitality industry dynamics, including brand performance, distribution strategies, and the full customer journey. Strong project management skills, successfully leading large-scale initiatives from concept to completion. Advanced knowledge of industry trends, pricing, yield management, and selling strategies, with a proven ability to influence senior leadership. Responsibilities
Set Strategic Direction for AMER Americas Revenue & Commercial Organization: As a key partner to the AMER SVP Americas Commercial & Revenue Management, define and lead the vision, mission, and strategic direction for revenue management across AMER, ensuring alignment with IHG’s global priorities while tailoring for regional needs and business dynamics. Collaborate with key commercial partners in Global Sales, Global Marketing, and Loyalty to align priorities and goals. Lead Commercial & Revenue Performance: Partner with Commercial Sales, Revenue Management, and Operations leaders to guide the development, monitoring, and support of hotel-level revenue and commercial plans, utilizing analysis of budgets, forecasts, pace, and trends to drive top-line growth and market share. Represent AMER's top-line revenue performance in key meetings, including the AMER Commercial Performance Committee, Global Revenue Forums, and AMER Monthly Business Reviews, ensuring alignment and visibility on regional performance and strategic priorities. Embed Global Initiatives Locally: Collaborate with the Global Revenue organization to adapt, embed, and operationalize global revenue initiatives across AMER, ensuring consistency, local relevance, and successful execution with clear decision rights for all AMER-related matters. Oversee Revenue Tools, Systems Adoption: Champion the adoption, optimization, and continuous improvement of IHG Revenue Management systems, tools, and infrastructure across the AMER region. Identify and address barriers to enhance effectiveness and efficiency, ensuring that the region’s revenue management capabilities, processes, and tools are aligned with broader commercial objectives and set up to drive optimal performance. Lead AMER Pricing Strategy & Optimization: Own AMER’s regional pricing strategy, making final decisions in collaboration with Global Pricing and Commercial teams, balancing consumer relevance, brand differentiation, and global consistency where appropriate. Drive innovation through test-and-learn approaches and dynamic pricing models. Oversee Strategic Programs & Projects: Lead all major programs, projects and initiatives for the Americas Commercial & Revenue Management organization. Coordinate with cross-functional partners and Americas Commercial & Revenue leadership to embed and deploy initiatives into field and hotels. Champion Strategic Revenue Leadership: Lead cross-functional alignment on revenue management strategy across Commercial and Operations teams. Serve as an advocate for revenue management, including the Revision program, representing AMER at global forums and regional leadership groups. Additionally, serve as a member of the extended leadership team for the SVP, ACRM, Americas, attending any of their in-person meetings to ensure alignment of global initiatives and support driving strategic functional priorities. Foster Stakeholder Engagement: Build strong relationships with hotel owners, operators, and regional and global corporate stakeholders to align on revenue strategies appropriate for AMER, reinforce adoption of key initiatives, and build long-term commercial value. Support Analytical Excellence & Competitive Intelligence: Partner with the Global Revenue and Insights & Analytics teams to receive and leverage revenue management analytics, forecasting, and benchmarking, utilizing advanced techniques and external best practices. Oversee ongoing competitive analysis to identify opportunities to outperform the competition in key areas. Collaborate on Integrated Commercial Strategy: As a key member of the AMER Commercial Leadership team, partner closely with Sales, Marketing, Digital, Loyalty, Finance, and Brand teams to ensure that revenue strategies are embedded within broader commercial plans and initiatives. Location
Atlanta, GA. Our hybrid work structure is an expectation of three (3) days a week in office. This expectation may evolve with changing business needs. The salary range for this role is $100,000 to $229,000 . This role is also eligible for bonus pay (as applicable). We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees. Compensation and Company Details
IHG Hotels & Resorts, over 6,000 hotel destinations worldwide. We are a hospitality business and promote an inclusive culture with equal employment opportunities for 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. We are a hospitality business at our core and value connections and being together to foster belonging and productivity. We offer a hybrid work approach and a range of benefits including room discounts, recharge days, volunteering days, and wellbeing initiatives. Additional
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 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. Seniority level
Executive Employment type
Full-time Job function
Management, Finance, and Analyst Industries: Hospitality Note: This description is a refined version of the original job post for formatting purposes. It preserves the content and intent while organizing into structured sections and compliant HTML tags.
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