[Hiring] Account Director - Global Travel Partners @IHG

Role Description

This role has direct responsibility for delivering the sales objectives and assigned portfolio management within the Group Travel Partner Americas Sales team, across specified markets & segments, to deliver revenue & growth opportunities to IHG.

• Strategic Account Management
  • Drive a culture of insight-based strategies to identify business opportunities for existing and emerging Group Travel partners.
  • Have a strong understanding and experience in working with B2B customers in the Group Travel Partners vertical, or within a National Sales organization.
  • Explore unique ways to drive returns (share shift, Mutual Value, partnerships, etc.).
  • Anticipate & overcome objections through thoughtful research & consideration of potential solutions, impactful negotiation skills, and creative problem-solving.
  • Prioritize time to think & strategize; create & execute a Strategic Account Plan.
  • Be a strategic leader of global account team(s) as applicable.
• Sales & Business Acumen
  • 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.
  • Focus on Business Development and Account Management of Assigned Accounts; Create account growth and share strategies for existing account portfolio.
  • Mastery of industry & IHG metrics, reporting, tools (IHG Javelin) & sales methodologies (7 Habits).
  • Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts.
  • Achieve yearly financial targets & business goals.
  • Embody a seeker mentality; always look for the next revenue opportunity within your accounts.
• Work Collaboratively
  • Appropriately share information & ideas across stakeholder groups & IHG tools & resources to advance sales efforts.
  • Be a valued advisor sought out by others for guidance.
  • Exhibit an ability to influence others within the organization to achieve intended outcomes.
  • Encourage & participate in open & honest dialogue amongst account teams, peers & leaders.
  • Champion interdependency & act as a liaison for Global Sales in cross-functional working groups.

Qualifications

• Bachelor’s Degree in Management, Business, Hospitality or an equivalent combination of education and work-related experience.
• Minimum of 5 years of National, Global Sales or on property sales experience.
• Demonstrated knowledge of hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.
• 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 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.

Requirements

• Travel – 50%
• Location – Remote: Candidate must reside in the United States within one [1] hour proximity to a major US airport.

Benefits

• The salary range for this role is $83,000.00 to $115,000.00.
• This role is also eligible for bonus pay (as applicable).
• We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.