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 general 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
📌 Global Sales Manager (Madrid)
🏢 Ihg
📍 Madrid