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 negotiationskillsand 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 & participatein 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 impactof 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 among key accounts
Achieve yearly financial targets & business goals
Embody a seeker mentality; always look for the next revenue opportunity withinyour accounts
Communication Skills
Continually practice & improve w

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