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 AccountabilitiesStrategic Account ManagementUnderstand Key Account(s) drivers, behaviors, values & opportunitiesMaintain relationships with multiple key contacts within all subsidiaries and/or business units to maximize revenue delivery to IHGExplore 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-solvingPrioritize time to think & strategize; create & execute a Strategic Account PlanBe a strategic leader of integral account team(s) as applicableWork CollaborativelyAppropriately share information & ideas across stakeholder groups & IHG tools & resources to advance sales effortsBe a valued advisor sought out by others for guidanceExhibit an ability to influence others within the organization to achieve intended outcomesEncourage & participatein open & honest dialogue amongst account teams, peers & leadersChampion interdependency & act as a liaison for Global Sales in cross-functional working groupsSales & Business AcumenPossess end-to-end critical thinking skills: the ability to interpret & action data, articulate a business case, and evaluate ROI/financial impactof potential actionsMastery 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 accountsAchieve yearly financial targets & business goalsEmbody a seeker mentality; always look for the next revenue opportunity withinyour accountsCommunication SkillsContinually practice & improve written,



verbal & non-verbal communication skillsSuccessfully tailor your message to the audience(s) for maximum impactDemonstrate comfort in addressing internal & external stakeholdersBe adept at empathic listening, probing questions & productive debateSeekfirst to understand, then be understoodCommitment to Continuous ImprovementCommit to a mindset of continuous self-developmentBe receptive to feedback & coaching from peers & leadersMake & take opportunities to stretch, learn & growEmbody a naturally curious, entrepreneurial spiritDisplay exceptional time management & organizational skillsFocus on Business DevelopmentLeverage prospecting tools, tradeshow leads & direct sales activities toidentifypotential new Key Accounts.Engage in proactive sales activities to identify & activate new Key Contacts, Accounts & SegmentsWork with IHG Global Sellers, Hotels & IHG Global Sales Programs toidentifypotential new Key AccountsQualify, contract with & activate new Key Accounts to the benefit of IHG Global SalesKey MetricsAchieve Account Target Revenues, room nights and average rateSales delivery to brands/marketAchievement of individual and business sales goalsClient SatisfactionEngagement in IHG JavelinKey AccountabilitiesHolistic performance of the activated new Global Sales Key AccountsRequesting Senior-level customer interaction for strategic accounts & priorities asrequiredEscalation of opportunities or revenue-impacting challenges as appropriateExternalCurrent & prospective Key ContactsIndustry/market forums for IHG representationThird parties / intermediariesHotel and Owner community for relationships management and strategy alignment (as needed)InternalSenior Global Sales Leadership (Directors, VP, SVP)Commercial Leaders (asappropriate)General Sales Strategy, Operations & EnablementOther Global Sales TeamsGlobal Sales Support CenterGlobal Loyalty, Brand & Marketing TeamsRequired Education, Experience, Technical Skills and KnowledgeEducationBachelor's orMaster's Degreein Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.Technical Skills and KnowledgeDemonstrated experience in working in global markets, deep understanding of managing across cultural teamsand cultural client interactions.Demonstrated sales management experience in organizing,planningand 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, seniormanagementand staff.
Must be able to work effectively at board level in client companies,possessstrong 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, problemsolvingand analytical skills.Demonstrated knowledge of competitors' sales strategies,positionsand 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 withinternationalscope isrequired.Demonstrated computer skills in MS Word, Excel, and PowerPoint AND using sales-related software.Advanced English proficiency with strong written and verbal communication skillsThis is a 100% remote position based in Mexico CityFlexibility to travel up to 40% as required#J-*****-Ljbffr

📌 Global Sales Manager - Key Accounts & Business Development (Jalisco)
🏢 Intercontinental Hotels Group
📍 Jalisco