Mitchell Salaman

Examiner
DISC Type : cs

Regional Vice President Franchise Hotel Development for the Northeast and Mid Atlantic at InterContinental Hotels Group (IHG®)

Armonk, New York, United States

Overview

Mitchell Salaman is the Vice President of Franchise Hotel Development at IHG, overseeing mainstream brands in the Northeast and Mid-Atlantic. With over 20 years of hospitality experience, he leads franchise development for brands like Holiday Inn and avid hotels. He holds an MBA from NYU Stern School of Business.

Based in Westchester, New York, Mitchell is an active person outside of his professional life. He enjoys a range of outdoor activities, specifically mentioning interests in traveling, skiing, and biking in his spare time.

He is a key champion for Garner, which he refers to as the fastest-growing brand at IHG.

Personality Overview

Overcautious

Late Adopter

Unexpressive

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Garner Brand Growth
His social media feed is heavily focused on the rapid expansion and successive openings of IHG's new Garner hotel brand, which he is actively promoting.
Franchise Development
His core responsibility at IHG for over eight years has been driving franchise development and sales for the company's portfolio of mainstream hotel brands.
Hotel Conversions
He is actively seeking property owners interested in converting their hotels to the Garner brand, indicating a focus on conversion opportunities.

Media Appearances

Mitchell has no verified media appearances

Work History

9-2016
Regional Vice President Franchise Hotel Development for the Northeast and Mid Atlantic at InterContinental Hotels Group (IHG®)
1-2001 - 9-2016
Vice President Hotel Development at Starwood Hotels and Resorts
12-1999 - 1-2001
Director Client Implementations at Primary Knowledge
1994 - 1999
Principal Consultant, Management Consulting Services at Pricewaterhouse Coopers
1-1992 - 1-1994
Senior Analyst, Systems Audit Group at AIG

Education

1991 - 1994
MBA from NYU Stern School of Business
1985 - 1989
Bachelor of Science (B.S.) from University of Vermont

More Information

Social Presence :

Prographics :

Exp : 34 Location : Armonk, New York, United States Job Level : Senior Designation : Regional Vice President Franchise Hotel Development for the Northeast and Mid Atlantic at InterContinental Hotels Group (IHG®)
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Insights For Selling To Mitchell

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mitchell is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Mitchell

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Mitchell move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Mitchell take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Mitchell

Personality Compatibility


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