Sales Associate

Role Purpose

The Americas Sales Associate provides support to the Americas Regional Sales Team and the Americas Regional Sales Center by servicing leads through the effective execution of the enquiry handling process, steps to conversion, and the preparation of proposals, quotations, and by cross checking product information between hotels for all brands within the IHG. The main focus of this role is to enhance lead conversion thereby driving greater revenue to IHG branded hotels; project coordination, trade show/agency coordination, liaison with internal departments, facilitating booking arrangements, generating and tracking bookings, compilation of internal and external sales reports, and serving as a liaison with clients and hotels.

Key Accountabilities

• Lead Fulfillment Execution and Conversion
• Work with Key Account Managers to track and monitor Tour & Leisure segment bookings through the Sales System
• Fulfills and where possible exceeds customer expectations in the conversion of their enquiries in to an IHG branded hotel with a focus on generating the best levels of revenue
• Where first choice property may not be available, cross sell the customer to another IHG branded property
• Ensures accurate and timely capture of pertinent data in to the required sales systems
• Develops and delivers the relevant and appropriate documentation to the customer and hotel
• Ensures the timely follow up and pursuit of business with customers and stakeholders in order to drive the highest levels of conversion
• Ensures accurate and timely communication of the status and pertinent information of potential bookings to KAD/KAM and recipient hotel
• Designated support to Key Account Managers (KAMs) and their Accounts
• Serve as primary point person for IHG to designated Accounts
• Guide individual IHG hotels in negotiation of rates for Accounts, in order to assist hotels in maximizing revenues while meeting Account needs
• Handle to conclusion the RFP (Request for Purchase) process for Accounts and successfully execute booking needs of assigned Key Accounts.
• Coordinate market segment sales projects as required or requested. Coordinate needs of market segment client promotional activities and project needs. Interface and coordinate project efforts with other Company Departments.
• Provide designated administrative support to Key Account Managers
• Coordinate reports and market share/clients data as needed.

Key Skills & Experiences

Required Skills:

• Experience and knowledge of sales principles and techniques including but not limited to SAM
• Clear, concise and succinct communication skills, including adapting both verbal and written communication to the needs and level of user.
• Time management skills, attention to detail and ability to manage multiple tasks/clients required.
• Ability to build and manage relationships with Key Accounts. Ability to interact on a professional level with management and clients.
• Ability to maintain a consistent, high quality customer-focused orientation, including providing clear, accurate information; explaining procedures or materials or providing supplemental information; anticipating problems or questions.
• Excellent PC Skills (including Word; Excel; Outlook)
• Knowledge and experience of Sales Systems (i.e. Delphi;, i-RFP, Holidex, etc.)

Qualifications:

• Associate degree or Bachelor’s degree or technical institute degree/certificate or an equivalent combination of education and work-related experience.

Experience:

• 1-3 years progressive work-related experience within a regional sales team, or similar environment, with demonstrated proficiency and understanding of one or more functions related to the position.