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 Integral 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 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 Skills Continually practice & im