Sales Account Manager, remote (m/w/d) in Gurugram, India

This role is directly responsible for managing a portfolio of IHG National Sales Key Accounts, SWA, 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.
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
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
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
always look for the next revenue opportunity within your accounts
Commit to a mindset of continuous self-development
Be receptive to feedback & coaching from peers & leaders
Make & take opportunities to stretch, learn & grow
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
Required Education, Experience, Technical Skills and Knowledge:
Bachelor's or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.
Demonstrated experience in 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 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.
Demonstrate a strong commercial acumen and hold a 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 is required.
Demonstrated computer skills in MS Word, Excel, and PowerPoint AND using sales-related software.
At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You'll experience our unique culture and brilliant colleagues who will support and inspire you. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love.
We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That's why here at IHG, we give our colleagues flexibility and balance – working in a hybrid way, blending office and remote working collectively. We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.