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 onidentifying, 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 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 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 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 amongst 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 written, verbal & non-verbal communication skills
- Successfully tailor your message to the audience(s) for maximum impact
- Demonstrate comfort in addressing internal & external stakeholders
- Be adept at empathic listening, probing questions & productive debate
- Seekfirst to understand, then be understood

Commitment to Continuous Improvement

- Commit to a mindset of continuous self-development
- Be receptive to feedback & coaching from peers & leaders
- Make & take opportunities to stretch, learn & grow
- Embody a naturally curious, entrepreneurial spirit
- Display exceptional time management & organizational skills

Focus on Business Development

- Leverage prospecting tools, tradeshow leads & direct sales activities toidentifypotential new Key Accounts.
- Engage in proactive sales activities to identify & activate new Key Contacts, Accounts & Segments




- Work with IHG Global Sellers, Hotels & IHG Global Sales Programs toidentifypotential new Key Accounts
- Qualify, contract with & activate new Key Accounts to the benefit of IHG Global Sales

Key Metrics

- Achieve Account Target Revenues, room nights and average rate
- Sales delivery to brands/market
- Achievement of individual and business sales goals
- Client Satisfaction
- Engagement in IHG Javelin

Key Accountabilities

- Holistic performance of the activated new Global Sales Key Accounts
- Requesting Senior-level customer interaction for strategic accounts & priorities asrequired
- Escalation of opportunities or revenue-impacting challenges as appropriate

External

- Current & prospective Key Contacts
- Industry/market forums for IHG representation
- Third parties / intermediaries
- Hotel and Owner community for relationships management and strategy alignment (as needed)

Internal

- Senior Global Sales Leadership (Directors, VP, SVP)
- Commercial Leaders (asappropriate)
- General Sales Strategy, Operations & Enablement
- Other Global Sales Teams
- Global Sales Support Center
- Global Loyalty, Brand & Marketing Teams

Required Education, Experience, Technical Skills and Knowledge

Education

Bachelor's orMaster's Degreein Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.

Technical Skills and Knowledge

- Demonstrated experience in working in global markets, deep understanding of managing across culturalteamsand cultural client interactions.
- Dem

📌 Global Sales Manager (Ciudad de México)
🏢 Kimpton
📍 Ciudad de México