Global Sales Manager - Key Accounts & Business Development

Purpose of the role: This role has direct responsibility for managing a portfolio of IHG Global Sales Key Accounts, across specified markets & segments, to deliver revenue & growth opportunities to IHG, with a dedicated focus on identifying, signing & activating new IHG Global Sales Key Accounts.

Key Accountabilities

Strategic Account Management

Understand Key Account(s) drivers, behaviors, values & opportunities

Maintain relationships with multiple key contacts within all subsidiaries and/or business units to maximize revenue delivery to IHG

Explore unique ways to drive returns (share shift, Mutual Value, partnerships, etc.)

Anticipate & overcome objections through thoughtful research & consideration of potential solutions, impactful negotiation skills and creative problem-solving

Prioritize time to think & strategize; create & execute a Strategic Account Plan

Be a strategic leader of global account team(s) as applicable

Work Collaboratively

Appropriately share information & ideas across stakeholder groups & IHG tools & resources to advance sales efforts

Be a valued advisor sought out by others for guidance

Exhibit an ability to influence others within the organization to achieve intended outcomes

Encourage & participate in open & honest dialogue amongst account teams, peers & leaders

Champion interdependency & act as a liaison for Global Sales in cross-functional working groups

Sales & Business Acumen

Possess end-to-end critical thinking skills: the ability to interpret & action data, articulate a business case, and evaluate ROI/financial impact of potential actions

Mastery of industry & IHG metrics, reporting, tools (IHG Javelin) & sales methodologies (7 Habits)

Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts

Achieve yearly financial targets & business goals

Embody a seeker mentality; always look for the next revenue opportunity within your accounts

Communication Skills

Continually practice & improve written, verbal & non-verbal communication skills

Successfully tailor your message to the audience(s) for maximum impact

Demonstrate comfort in addressing internal & external stakeholders

Be adept at empathic listening, probing questions & productive debate

Seek first to understand, then be understood

Commitment to Continuous Improvement

Commit to a mindset of continuous self-development

Be receptive to feedback & coaching from peers & leaders

Make & take opportunities to stretch, learn & grow

Embody a naturally curious, entrepreneurial spirit

Display exceptional time management & organizational skills

Focus on Business Development

Leverage prospecting tools, tradeshow leads & direct sales activities to identify potential new Key Accounts.

Engage in proactive sales activities to identify & activate new Key Contacts, Accounts & Segments

Work with IHG Global Sellers, Hotels & IHG Global Sales Programs to identify potential new Key Accounts

Qualify, contract with & activate new Key Accounts to the benefit of IHG Global Sales

Key Metrics

Achieve Account Target Revenues, room nights and average rate

Sales delivery to brands/market

Achievement of individual and business sales goals

Client Satisfaction

Engagement in IHG Javelin

Key Accountabilities

Holistic performance of the activated new Global Sales Key Accounts

Requesting Senior-level customer interaction for strategic accounts & priorities as required

Escalation of opportunities or revenue-impacting challenges as appropriate

External

Current & prospective Key Contacts

Industry/market forums for IHG representation

Third parties / intermediaries

Hotel and Owner community for relationships management and strategy alignment (as needed)

Internal

Senior Global Sales Leadership (Directors, VP, SVP)

Commercial Leaders (as appropriate)

Global Sales Strategy, Operations & Enablement

Other Global Sales Teams

Global Sales Support Center

Global Loyalty, Brand & Marketing Teams

Required Education, Experience, Technical Skills and Knowledge

Education

Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.

Technical Skills and Knowledge

Demonstrated experience in working in global markets, deep understanding of managing across cultural teams and cultural client interactions.

Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation.

Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Must be able to work effectively at board level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading abilities.

Demonstrated knowledge of hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.

Demonstrated knowledge of competitors’ sales strategies, positions and initiatives.

Demonstrate a strong commercial acumen and hold a high-level understanding of operating in an owned managed and franchised environment. Experience with franchise organization or ownership constituencies is preferable. International experience or handling accounts with international scope is required.

Demonstrated computer skills in MS Word, Excel, and PowerPoint AND using sales-related software.

Advanced English proficiency with strong written and verbal communication skills

This is a 100% remote position based in Mexico City

Flexibility to travel up to 40% as required

If you're interested, please apply with your resume in English

Originally posted on Himalayas