Global Sales Manager - Key Accounts & Business Development

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
- 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
- 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
- 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
- Embodies a seeker mentality; always look for the next revenue opportunity within your accounts
- Continually practice &

📌 Partner Sales Manager, Latin America (Centro)
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📍 Centro