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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.
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
