Manager Sales B6 (703111)

Role Purpose

To recruit, coach, train and develop personnel within the new Global Sales Support Center. Responsible for developing sales plans, strategies, driving maximum sales goal achievement, process improvements, technical training and sales metrics productivity for the new centralized sales model. Position will manage a team of 8-15 Key Account Managers responsible for driving revenue and managing key accounts within the Americas.

Key Accountabilities

• Working in conjunction with the Director of the AMER Global Sales Center to forge team strategy and execution
• To pro-actively manage, develop, coach and motivate team of Key Account Managers/ Business Development Managers in order that they achieve their targets and fulfill their potential
• Engage with key stakeholders across the business to find long-term solutions to maximize resource effectiveness and turn IHG into a company that is easy to do business with
• Work across a wide variety of cultures and markets, tailoring approach and behavior to understand key differentiators and leverage best practices accordingly
• Conduct Performance reviews, Personal Development Plans and Merit Reviews with team
• To implement segment Strategy plans and annual Account planning of team
• To ensure implementation of brand/ country experts within teams
• To support strategic and tactical promotions to maximize revenue in need periods, working closely with key need properties to identify touch points within account portfolio
• Support networking strategy within pre-agreed guidelines for Networking process with hotels to maximize internal selling time
• Contribute to completion of end of month reports – with relevant comments to support figures
• Create, draft and analyze monthly metrics, goal achievements, figures and action plans for assigned team
• Stay up to date and knowledgeable on emerging Industry trends related to sales, hospitality, sales service centers, sales technology, etc. Provide feedback to leadership on market trends and customer needs within assigned segments.
• Attend & Support relevant events such as “Sales Advisory Boards”
• Represent InterContinental Hotels Group at Trade Shows and assist with organizing events as directed e.g. NBTA, agency call center visits, client events
• Represent IHG Hotels at industry functions and through membership of agreed associations e.g. NBTA, ACTE, MPI
• Responsibility of working within budgetary restraints agreed with line manager.
• Develop strategies and tactics to drive incremental revenue to Focus hotels.

Key Skills & Experiences

Education –

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

Experience –

8+ years progressive work-related experience in the service industry with at least 3 years in multi-unit or corporate roles in a hotel setting, as well as demonstrated mastery of technical and business knowledge and understanding of multiple disciplines/processes related to the position. Extensive sales experience is required, as well as key account and/or client management experience. Proven experience in managing sales teams.

Technical Skills and Knowledge

• 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 hotels 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 in MS Word, Excel, and PowerPoint AND using sales-related software.
• Demonstrate well-developed negotiating and persuading abilities.
• Demonstrate a strong commercial acumen and hold a high level understanding of operating in an owned managed and franchised environment.
• Pro active, dynamic approach with strong drive for team results and a track record of achievement.