Location
Atlanta, Georgia, United States - Full Time
Remote: Yes, Telecommute: Yes. Candidate must reside in the United States within one hour proximity to a major US airport.
Salary & Benefits
Salary range: $83,000 - $115,000 per year. Eligible for bonus pay. Benefits include paid time off, medical/dental/vision insurance, 401(k), and other advantages.
Overview
This role has direct responsibility for delivering the sales objectives and assigned portfolio management within the Group Travel Partner Americas Sales team, across specified markets & segments, to deliver revenue & growth opportunities to IHG.
Responsibilities
- Strategic Account Management
- Drive a culture of insight-based, create strategies to identify business opportunities for existing and emerging Group Travel partners
- Have a strong understanding and experience in working with B2B customers in the Group Travel Partners vertical, or within a National Sales organization
- 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
- 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
- Focus on Business Development and Account Management of Assigned Accounts; Create account growth and share strategies for existing account portfolio
- 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
- 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 across cross-functional working groups
- Additional responsibilities as assigned to support the Group Travel Partner Americas sales initiatives
Qualifications
- Minimum of 5 years of National, Global Sales or on-property sales experience
- Bachelor’s Degree in Management, Business, Hospitality or an equivalent combination of education and work-related experience
- Demonstrated knowledge of hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills
- Demonstrated experience working in global markets, deep understanding of managing across cultural teams and cultural client interactions
- Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation
- 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 board level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading abilities
- Demonstrated knowledge of competitors’ sales strategies, positions and initiatives
- Strong commercial acumen and high-level understanding of operating in an owned, managed and franchised environment. Experience with franchise organization or ownership constituencies is preferable
- International experience or handling accounts with international scope required
- Travel required: 50%
- Location: Remote – must reside in the United States within one hour proximity to a major US airport
- Preferred skills: Strategic Account Management, Sales Management, B2B Sales, Negotiation Skills, Problem Solving, Analytical Skills, Relationship Management, Cultural Awareness, Business Development, Account Management, Communication Skills, Financial Acumen, Market Analysis, Sales Strategies, Team Leadership, Data Interpretation
Benefits
- Paid time off
- Medical, dental, and vision insurance
- 401(k) plan
- Other benefits included as part of the comprehensive package