Scott Morgan Email & Phone Number

Atlanta, Georgia, United States

Responsible for a global account portfolio of TMC & Consortia strategic partnerships Develop and execute global strategic account marketing plans in partnership with IHG B2B Marketing Team focusing on loyalty contribution and activation, driving incremental discretionary revenue through targeted global and regional tactics Partner with IHG Global Sales, Commercial, Loyalty, Distribution, Operations, Brands, Communications, and hotel teams to develop key strategies to drive revenue globally and increase market shareSuccessfully negotiate Global TMC agreements to develop deal models increasing marketing share and YOY revenue growth for all brandsManage and partner with regional leadership across a portfolio of accounts focused on higher-rated, premium business, including major TMC, Consortia, Corporate and Leisure programs, and Groups & MeetingsIdentify new Global TMC & Consortia partnerships through business development strategy for all segmentsManage execution of new Global TMC agreement partnering with IHG Legal teamCoach and develop team members and collaborate cross-functionally to implement tools and resources to maximize revenue growth Embody IHG Global Sales culture by working collaboratively and interdependently, leading global sales process by successfully demonstrating and focusing on seller and leadership competenciesDevelop and partner with Global Analytics team to create and maintain account performance and tracking to identify strategies to maximize revenue

Atlanta, Georgia

Motivate and lead a dynamic team of Global Sellers responsible for $462 M in room revenue delivery across multiple market segments. Responsible for driving incremental revenue to the enterprise through strategic account development and planning. Provide commercial insight to key customers to support their groups and meetings strategy focused on driving meeting efficiency and productivity. Align and collaborate cross-functionally with IHG’s commercial and hotel community to build and strengthen key customer partnerships. Provide key customers with an exceptional buying experience through a consultative approach. Responsible for developing segment strategies supporting the Global Sales organization through enhanced pipeline management processes.

Atlanta, Georgia

Direct a team of sales effectiveness and business development managers overseeing sales tools, platforms, Challenger Sales training, seller metrics and new business development strategy. Responsible for driving sales enablement through development and execution of tool adoption and training plans, sales processes and programs to enhance the overall sales productivity of the Global Sales Americas team in exceeding revenue goals. Responsible for developing the strategy, goal setting and performance optimization of account revenue for new business development.

Provide direct oversight of the global strategic partnerships. Oversee launch of new preferred partnership and marketing strategy plan to drive new incremental revenue. Develop and execute key strategies to support new and priority hotels. Implement new pipeline management review process to support the G&M Americas Sales organization. Achieved 141% 2016 Annual Plan resulting in $24,665,048.53 in revenue

Manage and oversee National Transient and Group Domestic Sales division. Responsible for developing and executing brand segment strategies, including development of key global accounts and partnerships, generating $350+ million in annual top line revenue. Oversee room revenue performance, monitor and capitalize on industry sales trends and identify areas of opportunity to maximize revenue and market share for brand and individual hotels. Work directly with Regional Directors of Sales & Marketing and Vice Presidents of Operations, to offer strategic direction focused on increasing hotel profitability and revenue performance. Report directly to Senior Vice President of Sales to support Executive Team in brand positioning and strategy. Serve as company spokesperson for media interviews and travel industry presentations. Provide global account insight and local market analysis to Development Team for acquisition of potential new assets. Co-leader of bi-annual Corporate Advisory Board meetings.

Oversee Kimpton’s National Group Sales Team responsible for $75 million in brand revenue. Manage team of National Sales Account Coverage Program Owners responsible for increasing revenues from local, mid-market accounts. Lead National Account discussions with Executive Management, General Managers, Directors of Sales & Marketing and Group Sales Managers.