Global Sales Manager - Key Accounts & Business Development

IHG · Mexico

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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. 

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

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