Global Sales Manager - Key Accounts & Business Development

Kimpton; Ciudad de México; Hybrid; MXN 1,800,000 - 2,400,000; Full time

Job summary

Kimpton is seeking a Senior Global Sales Key Accounts Manager to oversee a portfolio of key accounts with a global footprint. The role focuses on identifying, signing, and activating new Global Sales Key Accounts, delivering revenue growth and strategic value across markets and segments.

You will lead cross-functional teams, develop strategic account plans, and engage senior stakeholders to drive ROI and market expansion while working in a 100% remote setup based in Mexico City.

Qualifications

• Bachelor's or Master's degree in Marketing, Management, Business, Hospitality or equivalent.
• Experience in global markets and cross-cultural client interactions.
• Strong negotiation and relationship management at senior levels.
• Advanced English proficiency; remote Mexico-based role.

Responsibilities

• Manage portfolio of IHG Global Sales Key Accounts across markets to drive revenue and growth.
• Develop strategic account plans and lead cross-functional teams to execution.
• Negotiate with senior stakeholders and maximize ROI and market share.
• Collaborate with Global Sales Strategy, Operations & Enablement.

Skills

Global markets experience

Cross-cultural teams

Sales management

Negotiation skills

Analytical skills

Hotel sales knowledge

Franchise experience

MS Word/Excel/PowerPoint

Advanced English

Education

Bachelor's/Master's degree in Marketing or related field

Tools

MS Word

Excel

PowerPoint

Job description

Purpose of the role: This role has direct responsibility for managing a portfolio of IHG Global Sales Key Accounts, across specified markets & segments, to deliver revenue & growth opportunities to IHG, with a dedicated focus onidentifying, signing & activating new IHG Global Sales Key Accounts.

Key Accountabilities

• 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 negotiationskillsand 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

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 &participatein 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 impactof potential actions
• 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 withinyour accounts

Communication Skills

• Continually practice & improve written, verbal & non-verbal communication skills
• Successfully tailor your message to the audience(s) for maximum impact
• Demonstrate comfort in addressing internal & external stakeholders
• Be adept at empathic listening, probing questions & productive debate
• Seekfirst to understand, then be understood

Commitment to Continuous Improvement

• Commit to a mindset of continuous self-development
• Be receptive to feedback & coaching from peers & leaders
• Make & take opportunities to stretch, learn & grow
• Embody a naturally curious, entrepreneurial spirit
• Display exceptional time management & organizational skills

Focus on Business Development

• Leverage prospecting tools, tradeshow leads & direct sales activities toidentifypotential 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 toidentifypotential new Key Accounts
• Qualify, contract with & activate new Key Accounts to the benefit of IHG Global Sales

Key Metrics

• Achieve Account Target Revenues, room nights and average rate
• Sales delivery to brands/market
• Achievement of individual and business sales goals
• Client Satisfaction
• Engagement in IHG Javelin

Key Accountabilities

• Holistic performance of the activated new Global Sales Key Accounts
• Requesting Senior-level customer interaction for strategic accounts & priorities asrequired
• Escalation of opportunities or revenue-impacting challenges as appropriate

External

• Current & prospective Key Contacts
• Industry/market forums for IHG representation
• Third parties / intermediaries
• Hotel and Owner community for relationships management and strategy alignment (as needed)

Internal

• Senior Global Sales Leadership (Directors, VP, SVP)
• Commercial Leaders (asappropriate)
• Global Sales Strategy, Operations & Enablement
• Other Global Sales Teams
• Global Sales Support Center
• Global Loyalty, Brand & Marketing Teams

Required Education, Experience, Technical Skills and Knowledge

Education

Bachelor's orMaster's Degreein Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.

Technical Skills and Knowledge

• Demonstrated experience in working in global markets, deep understanding of managing across culturalteamsand cultural client interactions.
• Demonstrated sales management experience in organizing,planningand 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, seniormanagementand staff. Must be able to work effectively at board level in client companies,possessstrong 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, problemsolvingand analytical skills.
• Demonstrated knowledge of competitors' sales strategies,positionsand 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 withinternationalscope isrequired.
• Demonstrated computer skills in MS Word, Excel, and PowerPoint AND using sales-related software.
• Advanced English proficiency with strong written and verbal communication skills
• This is a 100% remote position based in Mexico City
• Flexibility to travel up to 40% as required