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IHG Key Account Manager, Southeast Asia in Singapore, Singapore

Key Account Manager, Southeast Asia

Job Number R164296

Hotel Brand:

Europe, Middle East, Asia & Africa - Singapore - - Singapore

Description

About us

The Key Account Manager is responsible for an account portfolio to maximize and drive revenue market share to IHG’s all brands. Develop new accounts on Corporate, TMC, Groups & Meetings and Tour & Leisure segments in Southeast Asia. Key to role is creating and driving relationship and networks with the accounts in their portfolio and to assess and create strategies as necessary to increase conversion and revenues.

Your day to day

FINANCIAL RETURNS

  • Utilize the IHG Way of Sales to plan tailored solutions which deliver brand share growth for IHG.

  • Manage and develop client accounts to maximize market share and revenues by executing total account management.

  • Negotiate and complete RFP’s and tenders as set out by IHG Worldwide Sales policy.

  • Develop long term strategic plans to grow IHG revenue by maximising every managed account, and by developing new global preferred agreements or partnerships.

  • Regular utilisation of intelligence from the Global Insights team to understand the impact of global economic factors and industry trends on revenue delivery from managed accounts.

  • Develop a thorough understanding of all processes and system’s utilized by IHG Sales, to include but not restricted to IHG Way of Sales, Javelin, Delphi, IHG RFP, I-Know Reporting, Meeting Broker, Wish Want Walk Tool, Business Cases and Sales Source

  • Drive superior revenue delivery through the application of IHG pricing platforms (e.g. Strategic Pricing, Corporate Gold)

  • Effective use of IHG Sales management and reporting system (IHG Javelin)

  • Stage key client showcase for our hotels to attend

  • Support and work with KAD – Southeast Asia to demand creation and increase market share

PEOPLE

  • Committed to constant self-development and the attainment of Sales Mastery from IHG Way of Sales.

  • Maintain effective control of sales expenses.

  • Actively participate in all training sessions and ensure that any pre and post course work is completed on time..

  • Attend meetings and exercise flexibility to perform other duties as required.

GUEST EXPERIENCE

  • Actively participate in travel professional and industry groups and be recognized internally within IHG and externally in the market place as an expert in the designated market segments.

  • Develop and maintain accurate knowledge of assigned clients within the corporate and BTA segments to include business economics and travel needs; identify potential new clients; know competitors’ sales strategies, relative sales position and initiatives; and recommend tactics that match customers’ growth patterns and travel needs.

  • Ensure all communication and information is analysed through a Brandhearted lens.

RESPONSIBLE BUSINESS

  • Strictly adhere to IHG policy concerning the Trade Practices Act, Gifts & Bribery and Data Privacy.

  • Seek opportunities to communicate alignment between Clients corporate priorities and IHG’s Corporate Responsibility framework.

  • Demonstrate awareness of IHG OHS&W policies and procedures and actively report environmental and workplace hazards, injuries and accidents arising from workplace activities, providing recommendations for corrective actions to prevent or minimise the chance of recurrence.

What we need from you

Qualifications

  • Degree or Diploma in Marketing, Business or Hospitality Management

  • Sales experience preferably with one year in a multi-unit capacity.

  • Experience in dealing with international and regional clients and promoting multi hotel brand and destinations would be preferred.

Requirements

  • In-depth knowledge of sales principles and techniques.

  • Strong client management, effective communication, negotiation and organization skills.

  • Strong knowledge of overall IHG including IHG products, marketing programs.

  • Strong networking skills with External and Internal business partners.

  • Good PC skills (Words, Excel, Power point and Microsoft Outlook) and web site knowledge.

  • Ability to develop strong relationships with customers’ senior management

  • Flexible working approach.

  • Confidence in representing multiple properties, multiple countries and working remote from team members.

  • Display an understanding of International and Domestic market trends and customer needs.

  • Competent in allocating resources, controlling expenses and working within pre-determined budgets.

  • Establishes goals and objectives, sets performance targets and timely delivery of projects.

  • Ability in report writing and strong presentation skills


  • Major Brad D. Anderson

    United States Army

    Major (Ret) Brad Anderson is the Human Resources Manager at IHG Army Hotels – Fort Benning, Georgia. He retired out of the U.S. Army after 23 years of service with combat tours in Iraq (Operation Iraqi Freedom) and Afghanistan (Operation Enduring Freedom).

    Brad enlisted in the U.S. Army in August 1992, and was assigned as an infantryman at Fort Lewis, Wash., where he served six years in 9th Infantry Regiment and 25th Infantry Division. In 1999, he was assigned to Fort Benning, Ga., where he completed Drill Sergeant School and then served with the Infantry Training Brigade. He was next assigned to Officer Candidate School in 2003 and earned his commission as a second lieutenant in the Adjutant General Corps. Major Anderson’s previous assignments as an officer include Camp Casey, South Korea, where he served as a postal platoon leader; Iraq, where he served as deputy plans and operations officer, III Corps; Fort Benning, where he served with 30th Adjutant General Reception Battalion, as Headquarters and Headquarters Company commander; Eglin Air Force Base, Fla., where he served with 7th Special Forces Group (Airborne), as battalion and group human resources officer and Fort Lee where he served his final assignment as the Military Entrance Processing Station (MEPS) commander.

    Brad’s professional military education includes the Adjutant General Corps Officer Basic and Advanced Courses, Airborne School, Air Assault School, Drill Sergeant School, Pathfinder Course, and Rappel Master School. He also earned a Bachelor of Arts Degree in Interdisciplinary Studies from Eastern Washington University, Cheney, Wash.

    Brad’s military awards and decorations include a Joint Service Achievement Medal, 2 Meritorious Service Medals, 4 Army Commendation Medals, 3 Army Achievement Medals, and 4 Army Good Conduct Medals. He has also been awarded a variety of unit and service medals & ribbons, in addition to earning the Expert Infantryman Badge.

    On his first day of military retirement (October 1st, 2015) we proudly welcomed Brad to the IHG family. It was then, that Brad began his career with us as the HR Manager of the IHG Army Hotels on Fort Benning, a role he continues to thrive in today.

  • Michael Bayerl

    United States Air Force

    “My experience with IHG has been nothing short of awesome and I have learned so much.  Soon I will be the GM of the World’s Largest Holiday Inn Express (currently the IHG Army Hotels on Fort Lee) with 1,000 rooms.”

    Senior Master Sergeant (Ret.) Michael Bayerl joined the U.S. Air Force in 1979. Throughout 20 years of active duty, he served as an Air Force Services Specialist and Inspector General for Services-Air Mobility Command. From the moment he started with the USAF Michael was immersed with hospitality experience, starting out in Food in Beverage before working his way through the ranks and functioning in virtually every position available within military restaurants & hotels.

    In 2002, Michael took on a General Manager position at an Air Force Inn, and since that time, he has managed hotel complexes with over 2000+ rooms, on 3 different properties. Michael found his way to IHG when he intentionally took on a role with Army Lodging, knowing that the hotel would soon be privatized into an IHG hotel.

    Today, Michael is the General Manager at IHG Army Hotels on Fort Lee (soon to be re-branded as the World’s largest Holiday Inn Express).

  • Teresa “Sarge” Colatarci

    Navy

    Meet Teresa “Sarge” Colatarci, general manager/regional director of operations for six IHG Army Hotels at Fort Sam Houston in San Antonio. Following her service in the U.S. Navy, she continues to serve by providing True Hospitality through the IHG Teen Academy.

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