Sales Specialist

Key Accountabilities
 

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 room night, 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. 
• 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.
• Preparation of reports and presentations for business reviews with Managed Accounts and NB Accounts.
• Participate in client and stakeholder strategy calls to provide insights, guidance, and fulfillment perspectives.
• Act as interim or supplemental point of contact for sellers on assigned G&M opportunities or segments, as required.
• 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).

Critical Expertise, Experience and Educational Attainment Required Decision Rights
 

Education

• At least two years of tertiary or higher education or the equivalent local requirement. Graduate of any four (4) year course preferable.

Experience

• Prefer at least one (1) year of business experience in Fulfillment Executive, Hotel Guest Relations, Hotel Sales environment, or any equivalent experience.

Technical Skills and Knowledge

• Ability to take initiative, meet deadlines and commitments, and complete tasks and projects as required.
• Ability to follow documented procedures.
• Ability to build, manage and maintain relationships with internal and external stakeholders.
• Ability to communicate professionally with stakeholders at all levels.
• Verbal and written fluency in English, and a second language as applicable.
• Advanced MS Word, Powerpoint and Excel skills