أخصائي مبيعات - ألماني

Strategic Groups & Meetings Fulfillment 

• Own end-to-end documentation of MICE RFPs, including complex, high-value, and project-based Groups & Meetings RFPs
• Directly manage and fulfill assigned G&M leads with a minimum expected roomnight, aligned to regionally defined high-value opportunity thresholds.
• Apply commercial judgment to prioritize opportunities based on value, conversion likelihood, client importance, and strategic relevance.
• Act as the primary orchestrator between clients, hotels, and sales stakeholders, guiding bid strategy, response quality, and timelines.
• Proactively identify and recommend cross-sell and upsell opportunities across IHG brands and destinations when first-choice options are unavailable.
• Influence hotel engagement by providing clarity on client priorities, decision criteria, and competitive positioning.
• Recommend bid / no-bid decisions for lower-value or low-conversion opportunities in alignment with agreed parameters.
• Pull, analyze, and interpret G&M performance, pipeline, and conversion reports as needed to support prioritization decisions, stakeholder discussions and recommendations.
• Support the development and continuous improvement of G&M best practices, playbooks, and process enhancements.
• Additional support to process opportunities via 3rd party platforms relevant to regional needs.

Sales Support & Stakeholder Advisory

• Serve as a subject-matter expert to Sales Leaders, Account Directors, and Key Account teams.
• KAD Account RFP Accountability – Coordinate with KADs, hotels, and Partner teams to manage the administrative aspects of RFPs from start to finish, ensuring timely communication and updates that support contract confirmation.  This includes working with RFP tools-- Cvent-transient and other 3rd party RFP vendors.
• Participate in client and stakeholder strategy calls to provide insights, guidance, and fulfillment perspectives.
• Preparation of reports and presentations for business reviews with Managed Accounts and NB Accounts.
• Support the maintenance of accounts within the assigned seller’s portfolio by coordinating and completing required account related documentation and system updates, ensuring accuracy, compliance and timely enablement of seller’s account management activities.
• Provide proactive updates and recommendations to sellers on opportunity risks, blockers, and optimization opportunities.
• Contribute insights to pipeline reviews and performance optimization initiatives.
• Create and manage lead crediting cases for clearly defined and eligible G&M opportunities, ensuring accurate revenue attribution, alignment with sales ownership and compliance with established crediting guidelines.
• Provide indirect leadership and day-to-day work guidance to Fulfillment Executives, including task prioritization, quality assurance, and support on complex G&M cases, as required (without formal people-management accountability).
• Act as interim or supplemental point of contact for sellers on assigned G&M or transient opportunities as required.