IHG Key Account Manager, Southeast Asia in Singapore, Singapore
Key Account Manager, Southeast Asia
Job Number R164296
Europe, Middle East, Asia & Africa - Singapore - - Singapore
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
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
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.
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.
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
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.
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