Job Information
IHG Account Director, Global Sales in Atlanta, Georgia
The Account Director, Global Sales is responsible for managing and developing business from a portfolio of multinational corporate accounts, with revenue delivery of >$40M from discovered contacts across assigned account portfolio. Delivers revenue to hotels globally, maximizing revenues and market share for all brands and across all segments (transient, group, project). The account portfolio is comprised of corporations which have high complexity given their size and global reach and require deployment of an account team comprised of team members deployed to key buyers, decision-makers and influencers within each account, across different geographies. Keys to success in this role are 1) identifying, soliciting, influencing and converting highly valuable revenue opportunities, 2) developing and maximizing relationships with contacts at all levels within the assigned account portfolio, 3) developing and executing innovative strategic plans for each account within each segment, in order to drive rate growth, shift share and deliver more customers to our growing portfolio 4) collaborating with account team members and hotel team members to successfully craft and execute global account plans with regional and local applicability.
Along with account team members, leads and directs company resources across a portfolio of multinational corporate accounts.
Formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and brands.
Along with account team members, owns the account relationship for the company, engaging the account and company business functions in all interactions (at all levels) related to our mutual business together, representing a 360 view of our account relationship.
Leads and engages company resources which include global sales team, regional sales leadership, hotel operations, global and regional functional groups (such technology, multi-brand/brand, marketing, loyalty & partnerships, procurement) and senior management. Responsible for all facets of strategic account management, including the development, evolution and execution of strategic account plans, account progress updates for internal and external stakeholders, Corporate, Group & Project RFPs, communicating brand differentiation through brand program, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activities.
Actively participation in travel professional and industry groups and be recognized internally and externally in the designated market segments.
Listens to understand each accounts and each contact’s needs and expectations and delivers tailored solutions to the account which maximize returns to the client and our business, intentionally differentiating our partnership and offerings vs. competitors.
Understand Key Account’s drivers, behaviors, values & opportunities
Maintain relationship with multiple key contacts within all subsidiaries and/ or business unites to maximize revenue delivery to IHG
Drives and maximizes revenue and market share growth from each account, resulting in achievement of individual and team sales targets which contributes to the outperformance of our brands and fuels growth for the company.
Possess end-to-end critical thinking skills: the ability to interpret & action data, articulate a business case, and evaluate ROI/financial impact of potential actions.
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:
Demonstrated experience in working in global markets, deep understanding of managing across cultural teams and cultural client interactions.
Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation.
Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management, and staff. Must be able to work effectively at board level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading abilities.
Demonstrated knowledge of hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.
Demonstrated knowledge of competitors’ sales strategies, positions and initiatives.
Demonstrate a strong commercial acumen and hold a high-level understanding of operating in an owned managed and franchised environment. Experience with franchise organization or ownership constituencies is preferable. International experience or handling accounts with international scope is required.
Demonstrated computer skills in MS Word, Excel, and PowerPoint AND using sales-related software.
Location: Remote US
The salary range for this role is $58,824.00 to $175,000.00 this is the lowest to highest pay scale we, in good faith, believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future . An employee’s pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.
**This job is also eligible for bonus pay.
Note: No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
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The statements in this job description are intended to represent the key duties, essential nature and level of work being performed. They are not intended to be all responsibilities or qualifications of the job.
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At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.