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 & 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 & 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
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, entrepreneur
• Display exceptional time management & organizational skills
Focus on Business Development
• 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
This job listing was provided by Hospitality Job Vacancies. To apply, please use the link in the job description.
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