Summary
Overview
Work history
Education
Skills
Languages
Timeline

Russell Green

Pitstone,Bedford

Summary

An experienced, talented and team orientated hospitality sales leader providing B2B sales solutions across the globe. Continuing to lead and develop talented individuals across the corporate transient, Groups and Airline segments.

A highly effective communicator, comfortable working with people at all levels of an organisation.

A determined and empathetic leader, experience in building and maintaining effective and long standing relationships with clients. Experienced in financial oversight, protocol development and improvement of sales processes to ultimately increase market share, brand profile and ultimately increase and sustain sales revenue.

Overview

21
21
years of professional experience
3
3
years of post-secondary education

Work history

Director, Business Travel Global Accounts EMEAA

Intercontinental Hotels Group (IHG)
Windsor, Berkshire
05.2018 - 06.2023
  • Leading a team of 11 Global Account Directors selling to the largest FTSE and S&P corporate accounts and global airlines generating revenues in excess of $500M reporting directly to VP Golbal sales
  • Created clear company mission and vision statements, improving team focus, collaboration and motivation driving people and performance results to increased and sustained revenue contributions to the IHG brand
  • Strategised long-term business needs, driving B2B customer feedback using Javelin CRM tool to deliver ongoing process improvements.
  • Managed daily operations by overseeing financials, key performance indicators and employee performance against targets
  • Developed strategic partnerships with multinational corporations to expand client base.
  • Analysed industry and competitor trends to enhance sales strategy.
  • Created and delivered professional presentations in the global arena creatively communicating the IHG brand and market comparisons to prospective corporate clients, hotel owners and Global Team sales meetings worldwide
  • Built focused new client networks, growing business opportunities and increasing revenue possibilities
  • Instigated and developed 'Wish, Want, Walk' strategy for the sales team as a framework for structured, professional and successful client negotiations; now rolled out across IHG Global Sales

Director, Corporate Sales UK&I

InterContinental Hotels Group (IHG)
Denham, Buckinghamshire
01.2016 - 05.2018
  • Lead a team of 26 account managers based in the UK and Phillipines across all market segments throughout all the regions
  • Drove all corporate revenue sourced from UK&I to around the world
  • Increased the market share for IHG within the BTA groups and meetings, airline branded boutique, extended stay and associations revenues for 5,200+ hotels globally
  • Delivered presentations at events and conferences to enhance brand awareness for IHG.
  • Designed strategies to obtain short and long-term goals for company to increase market share across all sectors
  • Lead and developed high-achieving staff, providing mentoring, training, support and inclusion.
  • Established long standing professional relationships with global business partners developing trust, rapport and underpinning the reliability and quality of the brand.
  • An active member of ACTE, GBTA, ITM and regular speaker/panel member


Director, Business Travel Sales, EMEA

InterContinental Hotels Group (IHG)
Denham , Buckinghamshire
09.2008 - 01.2016
  • Lead a team of 12 Account Directors and 4 Sales Coordinators across EMEA tasked with growing IHG system delivery from corporations and BTA's into our hotels globally with revenues in excess of $350M
  • Delivered revenue and market share growth from FTSE 100 corporations, Mega Travel Management companies and MICE agents for our hotels across the globe
  • Cultivated strong working relationships across owners, franchisees and VP's sales across the region
  • Chaired UK&I Sales Forum comprising senior sales and marketing directors from our owners and management companies
  • Grew revenues and market share for a 30 month consecutive period across UK & I and EMEA
  • Sales Team of the Year winner

Director, Corporate Sales, EMEA,

InterContinental Hotels Group (IHG)
Windsor, Berkshire
06.2007 - 09.2008

  • Post-restructure responsible for building a pan-European Corporate team supporting over 600 hotels


Director, Corporate Sales, UK&I

InterContinental Hotels Group (IHG)
Windsor, Berkshire
07.2004 - 04.2006
  • Hired to develop a Corporate Sales team to support our UK&I portfolio managing transient and meetings revenues of more than $200m
  • Generated B2B sales revenue increasing market share from 250 of the largest FTSE 100 companies in the UK & I

Head of UK Sales

Queens Moat Houses Management GmbH
London
03.2002 - 03.2004
  • Developed and grew a corporate-focused UK sales team of 50+ individuals, managing multi-segment customers and third party providers.
  • Responsibile for conference and accommodation revenue of Moat House Hotels worth more than £70M
  • Built the sales process and measurement tools needed to deliver profit plan


Education

• SHND Business Studies with Languages - Business studies and language

Heriot-Watt University, Edinburgh
09.1979 - 05.1982

• Post Graduate Diploma in Marketing - Marketing

Heriot-Watt University, Edinburgh
09.1982 - 06.1983

Skills

  • Business development
  • Clientbase development
  • Contract negotiation
  • Strategies and goals
  • CIM Marketing Management
  • Board member of the Caledonian Club
  • Board member Gordonstoun school

Languages

French
Advanced
Spanish
Advanced

Timeline

Director, Business Travel Global Accounts EMEAA - Intercontinental Hotels Group (IHG)
05.2018 - 06.2023
Director, Corporate Sales UK&I - InterContinental Hotels Group (IHG)
01.2016 - 05.2018
Director, Business Travel Sales, EMEA - InterContinental Hotels Group (IHG)
09.2008 - 01.2016
Director, Corporate Sales, EMEA, - InterContinental Hotels Group (IHG)
06.2007 - 09.2008
Director, Corporate Sales, UK&I - InterContinental Hotels Group (IHG)
07.2004 - 04.2006
Head of UK Sales - Queens Moat Houses Management GmbH
03.2002 - 03.2004
Heriot-Watt University - • Post Graduate Diploma in Marketing , Marketing
09.1982 - 06.1983
Heriot-Watt University - • SHND Business Studies with Languages, Business studies and language
09.1979 - 05.1982

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Russell Green