Account Director, IHG Global Sales

12 Months FTC

The Role

Working directly with the Senior Account Director you will strategically manage a designated account portfolio and develop key relationships to maximise high revenue growth. You will be maximising and increasing customer share for all brands across IHG in line with IHG’s commercial agenda.

Growing trusted relationships is a part of who we are at IHG and that’s exactly what this role entails. Effective relationship management with multiple stakeholders across various locations.

Your day to day

• Develop and manage long term TMC and corporate customer relationships within the larger/international industry groupings with the largest growth opportunities taking ownership of the delivery of customers’ expectations, developing a deep understanding of client hotel requirements.

• Strategically drive system delivery and utilisation through preferred distribution channels to determine rates and undertake client negotiations in line with the IHG strategy.

• Develop and execute strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial contracts.

• Identifying high-spend (luxury/upscale), cross-occasion/industry opportunities, resourcing Groups and Meeting and secondary sellers as appropriate.

• Support strategic and tactical promotions and initiatives to maximise revenue in need periods, working closely with key need and new properties to identify touch points within account portfolio.

• Role model the 2X behaviours to sellers and other stakeholders within the organization, demonstrating internally and externally that they are a trusted advisor capable of providing expert solutions and insight of industry and market trends.

• Support and participate in internal and external events to maximise resource and drive broader and deeper relationships.

• Manage, delegate, and develop account resources and/or virtual teams to effectively drive sales results (e.g., Groups and Meetings sellers and New Business).

• Work across a wide variety of cultures and markets, tailoring approach and behaviours to understand key differentiators and leverage best practices accordingly.

• Demonstrate a best-in-class approach with compliance towards processes, tools, sales strategy, and ways of working (IHG Europe Sales Playbook).

What we need from you

Whilst we love experience, mindset is of equal importance. We’re looking for someone who is committed with a natural ability to operate effectively in a fast moving, global environment. Someone with the innate ability to establish and manage strong internal and external stakeholder relationships through strong influencing, analytical, negotiation, communication, and consensus-building skills.

• Experience in an account management role with a portfolio of high growth domestic or international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization.

• Experience of negotiating the needs of the company and the needs of the customer. Includes the ability to define, manage and execute mutually beneficial contracts.

• An advanced ability to make effective commercial decisions based on an understanding and analysis of key commercial information and commercial levers.

• Experience in initiating, developing, and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.

• Experience of operating in culturally diverse teams across the European market

• Strategic sales experience in an account manager or business development role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions.

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At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You’ll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there’s Room for You at IHG.

Over recent years, we’ve transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love.

We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That’s why here at IHG, we give our colleagues flexibility and balance – working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that’s why leaders work with teams to determine how and when they collaborate.

We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference.

Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.

Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.

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.