This role has direct responsibility for delivering the sales
objectives and assigned portfolio management within the Group Travel Partner
Americas Sales team, across specified markets & segments, to deliver revenue
& growth opportunities to IHG.
Your day to day
style="font-family: Arial, sans-serif;">Strategic Account
Management
- Drive a culture of insight-based, create strategies
to identify business opportunities for existing and emerging Group Travel
partners - Have a strong
understanding and experience in working with B2B customers in the Group Travel
Partners vertical, or within a National Sales
organization. - Explore unique
ways to drive returns (share shift, Mutual Value, partnerships,
etc.) -
style="font-size: 10pt; line-height: 107%;">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 -
style="font-size: 10pt; line-height: 107%;">Be a strategic leader of global
account team(s) as applicable
style="font-family: Arial, sans-serif;">Sales & Business
Acumen
-
style="font-family: Arial, sans-serif;">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 -
style="font-family: Arial, sans-serif;">Focus on Business Development and Account Management
of Assigned Accounts; Create account growth and share strategies for existing
account portfolio - 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 -
style="font-family: Arial, sans-serif;">Achieve yearly financial targets & business
goals - Embody a seeker
mentality; always look for the next revenue opportunity within your
accounts
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 -
style="font-family: Arial, sans-serif;">Exhibit an ability to influence others within
the organization to achieve intended outcomes -
style="font-family: Arial, sans-serif;">Encourage & participate in open & honest dialogue
amongst account teams, peers & leaders -
style="font-family: Arial, sans-serif;">Champion interdependency & act as a liaison for Global
Sales in cross-functional working groups
style="font-family: Arial, sans-serif;">What we need from you
style="list-style-type: disc;">
Bachelor’s Degree
in Management, Business, Hospitality or an equivalent combination of education
and work-related experience.Minimum
of 5 years of National, Global Sales or on property sales
experienceDemonstrated
knowledge of hotels and hotel sales & marketing, business planning, etc.,
along with strong sales ability, sales management, problem solving
and analytical skills.Demonstrated
experience in working in global markets, deep understanding of managing across
cultural teams and cultural client interactions.
style="font-family: Arial, sans-serif;">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 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.Travel – 50%
style="font-family: Arial, sans-serif;">Location – Remote: **Candidate
must reside in the United States within one [1] hour proximity to a major
US airport**
The
salary range for this role is $83,000.00 to $115,000.00.
This role is also eligible for bonus pay (as applicable). We offer
a comprehensive package of benefits including paid time off,
medical/dental/vision insurance, 401K, and other benefits
to employees.
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