Global Sales Manager - Key Accounts & Business Development

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.

• 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

• 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
• Embod a seeker mentality; always look for the next revenue opportunity within your accounts

• 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
• Seek first to understand, then be understood

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

• Leverage prospecting tools, tradeshow leads & direct sales activities to identify potential 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 to identify potential new Key Accounts
• Qualify, contract with & activate new Key Accounts to the benefit of IHG Global Sales

• 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

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

• 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)

• Senior Global Sales Leadership (Directors, VP, SVP)
• Commercial Leaders (as…