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 Integral 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

At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law. #J-18808-Ljbffr

📌 Global Sales Manager - Key Accounts & Business Development (Toledo)
🏢 Ihg
📍 Toledo