Senior Key Account Manager - Indonesia

Role Purpose

To manage a designated account portfolio and develop key relationships to maximize revenue growth in a defined geographical area. To increase customer share for all brands across IHG in line with IHG’s commercial agenda. To uncover new accounts in the key countries they are assigned to.

Key Accountabilities

• Develop and manage long-term customer relationships within international/regional accounts, taking ownership of the delivery of customers’ expectations, developing a good understanding of client hotel requirements
• Strategically drive system delivery and utilization through preferred distribution channels to determine rates and undertake client negotiations in line with IHG strategy
• Develop and executive strategic customer account plans to deliver both incremental and quality revenue including negotiating mutually beneficial contracts
• Identify high-spend cross-occasion/industry opportunities and resourcing Groups and Meeting and secondary sellers as appropriate
• Support strategic and tactical promotions and initiatives to maximize revenue in need periods, working closely with key needs and new properties to identify touch points within the account portfolio
• Role Model the 2X behaviors to sellers and other stakeholders within the organization, demonstrating internally and externally that they are trusted advisors capable of providing expert solutions and insight into industry and market trends
• Support and participate in internal and external events to maximize resources and drive broader and deeper relationships.
• Manage, delegate, and develop account resources and/or virtual teams to effectively drive sales results (e.g. Groups and Meetings sellers and New Business)
• Work across a wide variety of cultures and markets, tailoring approaches and behavior to understand key differentiators and leverage best practices accordingly
• Develop and maintain a deep understanding of the market, customer needs, and opportunities areas and be regarded as an expert in a Country Lead by internal and external stakeholders
• Demonstrate a best-in-class approach with compliance towards processes, tools sales strategy, and ways of working
• Comply with IHG’s systems, tools and processes.
• Provide commentary and insight for the report and ad-hoc requests
• Maintains timely and effective control of sales expenses
• Provides feedback to management and hotels on changing market conditions, including trends and competitor behavior.

Key Skills & Experiences

Education

• Bachelor’s or master’s degree in Marketing, Management, Business, Hospitality, or an equivalent combination of education and work-related experience.
• Experience in dealing with international and regional clients and promoting multi-hotel brands and destinations

Critical Expertise & Experience:

• In-depth knowledge of sales principles and techniques
• Proactive sales experience with a proven track record of identifying and delivering on new commercial opportunities
• Significant experience in an account management role with a portfolio of high-growth international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization
• Significant experience in initiating, developing, and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams
• Significant experience in managing and executing business plans against markets, occasions, industries, hotels, or customers
• Significant experience of negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage, and execute mutually beneficial contracts
• Significant experience in operating in and working within culturally diverse teams across the relevant markets
• Exceptional client management, problem-solving, effective communication, and negotiation skills
• Strong networking with customers and business partners and flexible working approach
• Ability to develop strong relationships with key stakeholders
• Confidence in representing multiple properties and countries
• Display an understanding of Domestic and International market trends and economic conditions
• Establishes goals and objectives, sets performance targets, and delivers projects
• Ability in report writing and strong presentation skills
• Revenue planning experience and forecasting
• Ability to make effective commercial decisions based on an understanding and analysis of key commercial information and commercial levers

At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey? We need people like you to make a difference and create exceptional experiences every single day. Don’t just join a growing team of 370,000 colleagues across 100 countries. Let your passion shine. Innovate and collaborate around the world. Embrace your ambition.

Dont quite meet every single requirement, but still believe youd be a great fit for the job? Well never know unless you hit the Apply button. Start your journey with us today.