Business Development Manager

hace 2 semanas

Guadalajara, México InterContinental Hotels Group A tiempo completo

**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 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.
- 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.

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