[Hiring] Global Sales Manager @IHG

Role Description

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.
• 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.

Qualifications

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

Requirements

• 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.