Job Description

Role Purpose

The Regional Sales Center (RSC) Business Development Key Accounts will engage in activities towards achieving the Americas Sales annual revenue production growth targets (i.e. Gap Goal) through the successful identification, qualification, and allocation of new key accounts to Americas Sales account owners (KAM, KAD, GAD). Additionally, this role will also focus on identifying internal growth opportunities by working closely with account owners to uncover untapped revenue potential within existing accounts. The Business Development KAM will be deployed to targeted industry sector(s) (i.e. Medical/Health, Automotive, Manufacturing, etc.). Partnering with sales team members will be essential for generating lead activity, account referrals, and sector specific insight. This role will also involve active engagement with customers and networking with potential key accounts through client meetings, participation in industry trade shows and events, and other activities. The Business Development KAM will utilize the IHG Way of Sales Solution Selling model throughout the Business Development sales process to contribute to high conversion and successful transition of new high potential key accounts.

Key Accountabilities

• Research all account referrals and the marketplace for relevant potential client accounts to IHG Americas Sales within a specific sector or as assigned, with focus on accounts with a global travel manager or decision maker in the United States.
• Profile accounts according to IHG Way of Sales methodology.
• Ensure clear communication of new accounts and their potential through sales systems and tools.
• Partner with stakeholders cross-regionally, across departments and/or across market segments as required to coordinate sales efforts against defined accounts.
• Design, produce and maintain appropriate sales reports for internal stakeholders.
• Work with the account management team to ensure successful transition of new key accounts and clear communication as outlined in the New Account Transition SOP.
• Present IHG brands, value proposition, and the benefits of key account status to client prospects.
• Communicate clearly with client contacts regarding the business development process and their status once a fit and a direction has been determined for the account.
• Participate in industry and sector trade shows and events, and utilize various prospecting tools in order to maintain a consistent stream of potential accounts into the business development research process.
• Work with sales leadership to determine account plan goals and assignment to a specific account owner.
• Ensure thorough communication to all internal stakeholders to announce newly transitioned key accounts.
• Understand dynamic pricing and other programs within the IHG sales toolkit, and demonstrate an expertise in determining program fit with a potential new key account.
• Work closely with sales support resources by guiding their role in account research and qualification efforts

Key Skills & Experiences

Education

Bachelor's or Master's Degree in Marketing, Management, Business, or a relevant field of work, or an equivalent combination of education and work-related experience preferred

Experience

5 to 8 years progressive work-related experience in the service industry with at least 2 years in multi-unit or corporate roles in a hotel setting, as well as demonstrated understanding of technical and business knowledge and understanding of multiple disciplines/processes related to the position.

Technical skills and Knowledge

• Experience and knowledge of sales principles and techniques including but not limited to Strategic Account Management.
• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Must be able to work effectively at executive level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading abilities.
• Experience with franchise organization preferred.
• Demonstrated knowledge of hotel industry and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.
• Demonstrated knowledge of competitors' sales strategies, positions and initiatives.
• Demonstrated computer skills using sales-related software in a hotel setting (i.e. Delphi, Salesforce.com, etc.)
• Demonstrated understanding of the transient RFP process as well as the groups/meetings RFP process.
• Demonstrated knowledge of electronic distribution GDS & Internet, hotel operations, central reservations, global sales operations, and CRO/GDS rate loading.
• This role may be office or virtual based with the research and qualification of accounts being handled primarily via email, internet, and telephone based communication.
• When traveling this position will be expected to be completely proficient at working from hotels, airports/airplanes, remote offices and/or locations. Approximately 10-15% travel required.

We'll reward all your hard work with a great salary and benefits - including great room discount and superb training.

Join us and you'll become part of the global IHG family - and like all families, all our individual team members share some winning characteristics. As a team, we work better together - we trust and support each other, we do the right thing, and we welcome different perspectives. You need to show us you care, that you notice the little things that make a difference to guests as well as always looking for ways to improve.

At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.

IHG is committed to promoting a culture of inclusion where everyone feels safe, respected and valued. We seek talent from all backgrounds to join our teams and encourage our colleagues to bring their authentic and best selves to work.

Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today and let's #GoFurtherTogether.

About Us

At IHG, we've made a promise. As one of the world's leading hotel groups, we're here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected - wherever they are in the world. Want to be part of the journey?

About the Team

We need people like you to make a difference and create exceptional experiences every single day. Don't just join a growing team of 370,000 colleagues across 100 countries. Let your passion shine. Innovate and collaborate around the world. Embrace your ambition.
Let's Go Further Together.