Head of Sales Turkiye, Middle East & Africa (TMEA)

Salary Details

Salary Description: Competetive Salary Offered

Job Description For Head of Sales Turkiye, Middle East & Africa (TMEA)

Wyndham Hotels & Resorts is now seeking aHead of Sales Turkiye, Middle East & Africa (TMEA) to join our team in Istanbul, Turkiye.

Job Summary

This role exists to achieve the revenue targets for the Turkiye and MEA region and to represent them in building 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 in managing key owner relationships.

To do this, this role will set and monitor strategic goals, champion our Brands and apply our corporate policies and regional Commercial strategy.

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

Responsibilities

Sales Organisation Turkiye & MEA
• Oversee 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 Wyndham Sales EMEA team on segment strategies for the region and local support for Key Accounts.
• Coach team to develop comprehensive strategic account plans that are maintained 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 Turkiye & MEA Sales revenue targets and contribute to wider EMEA sales targets.

Marketing

• Coordinate and represent hotels at regional industry events, trade shows and missions ensuring such events deliver ROI.
• Support the central marketing team with regional insights to ensure relevant messaging and brand positioning across all B2B and B2C touch points.
• Collaborate with the central 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 locally by 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.

Responsibilities (cont'd)

Development
• Provide Commercial input to development opportunities including review of Sales potential, review of compatibility against Wyndham Commercial Foundations.

Commercial Hotel Engagement

• Oversee engagement with franchise 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 BRMs where relevant and establishing close relationship with cluster management counterparts.

Managed Hotel Support
• Support GMs to recruit and line manage strong property level sales and marketing directors/ managers.
• Review annual sales plans and work with GMs to hold property level sales teams accountable to deliver against plans.
• Enable training for property level teams to engage in all WHR sales related tools, process and systems.
• Drive effective collaboration with both hotel general management and Sales teams to achieve hotel/ WHR goals.

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 team across the broader EMEA organisation.

Scope/ Financial responsibility

The Head of Sales Turkiye & MEA 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 Turkiye & MEA will be working with teams at different levels within the company (regional and corporate) and will be working with external partners (hotel owners, franchisees, representatives, suppliers) on a regular basis. The Head of Sales Turkiye & MEA must be able to effectively communicate with each level of management so that he/ she is able to share information and best practices across the organisation.

The individual in this position must be able to work with very little supervision and must possess the ability to 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 Dubai Support Office based 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 EMEA 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 motivating leadership.
• Influence, interpersonal skills and high emotional intelligence.
• Collaboration and team orientation.
• Autonomy, accountability and decision making.
• Flexibility and innovation.
• Culturally aware 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.

Requirements and qualifications

• Significant experience in a hotel revenue management and distribution with sales and marketing exposure at a senior and multiple property level.
• Experienced in international hotel environments with a diverse product range.
• People management experience is a must preferably with experience of 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 and Turkish. Arabic or 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.
• Demonstrated success in using entrepreneurial approaches to Commercial challenges.
• High level strategic and tactical commercial decision-making skills.
  

Organisational relationships

The Head of Sales Turkiye & MEA will report to the Market Managing Director TMEA.

COMPANY OVERVIEW:

Wyndham Hotels & Resorts is the world's largest hotel franchising company by the number of properties with approximately 9,200 hotels across over 95 countries on six continents. Through our network of approximately 872,000 rooms appealing to the everyday traveler, Wyndham commands a leading presence in the hospitality industry. Headquartered in Parsippany, N.J. with offices around the world in London, Shanghai, Buenos Aires, Dubai and more, Wyndham employs more than 2,000 corporate team members worldwide who are dedicated to the Company's mission of making hotel travel possible for all. Supporting thousands of franchisees and a growing global portfolio of 24 hotel brands-think household names like Wyndham, La Quinta, Ramada, Days Inn and Super 8-Wyndham team members are a widespread group of individuals with diverse interests and backgrounds. Our unique Count on Me culture, commitment to flexibility and core values of Integrity, Accountability, Inclusivity, Caring and Fun are just part of what continues to make Wyndham an award-winning best place to work.

Job Location: WHG Turkiye,Buyukdere Caddesi, Bahar Sokak, River Plaza D: 48,Istanbul,Istanbul 34394
Employment Status: Full-time

Employment Disclaimer

In some locations around the world, Wyndham Hotels & Resortsmanages hotel properties on behalf of a third party owner. At many of those properties, the Hotel owner is the actual employer, and Wyndham Hotels & Resortsperforms recruiting and hiring functions on behalf of the owner. I understand and agree that, by applying through this site, I may be applying for a position with a company other than Wyndham Hotels & Resorts where Wyndham Hotels&Resortsis serving only as the recruiter and will not be my actual employer.