New Business Activation Manager, Malaysia Remote (Contractor-12 months)

Role Purpose:

As the member of IHG global sales team, the role would involve managing new business opportunities within a regional / domestic industry grouping in line with SEAK Sales growth plan.

Key Accountabilities:

• Develop & execute a new business strategy within regional / domestic accounts with growth opportunities to proactively target, qualify and convert relevant new accounts that meet IHGs requirements and require an account management solution
• Identify new business opportunities within a strong focus on Groups and Meeting and secondary sellers as appropriate
• Support the transition of new accounts from New Business to Account Management for long-term management
• Gain competitor/industry and market insight to drive market share and brand preference
• Demonstrate internally and externally that they are a trusted advisor providing expert solutions and insight of industry and market trends
• Support and participate in internal and external events to maximise resource and create new relationships
• Support strategic and tactical promotions and initiatives to maximise revenue in need periods, working closely with key need and new properties to identify touch points within new business opportunities
• Work across a wide variety of cultures and markets, tailoring approach and behaviour to understand key differentiators and leverage best practices accordingly
• Comply with IHG’s sales processes, tools, sales strategy and ways of working
• Demonstrate the 2X behaviours to sellers and other stakeholders within the organization, demonstrating internally and externally that they are a trusted advisor capable of providing expert solutions and insight of industry and market trends.

Education:

• Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.

Critical Expertise & Experience:

• Demonstrable experience in proactive sales / account management role
• Demonstrable experience in identifying new commercial opportunities and develop and evaluate a business plan, basing decisions upon sound data and insight, linked to the long-term strategy of the organization
• Demonstrable experience of managing and executing business plans against markets, occasions, industries, hotels or customers
• Demonstrable experience of applying the challenger sales framework to the customer by utilising the Challenger Sales framework
• Demonstrable experience of negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage and execute mutually beneficial contracts
• Ability to make effective commercial decisions based on an understanding and analysis of key commercial information and commercial levers
• Demonstrable experience in initiating, developing and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams
• Demonstrable experience of operating in and leading culturally diverse teams across the relevant markets
• Proactive sales experience with a proven track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions

This role is a remote working role and successful candidates will be engaged via a 3rd party vendor.

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