[Hiring] Account Director, Global Sales Luxury & Lifestyle @IHG

Role Description

The Global Luxury & Lifestyle Sales Director is primarily responsible for an account portfolio of luxury agencies to maximize and drive revenues and market share to IHG brands. Key responsibilities include:

• Manage and develop portfolio of accounts to maximize market share and revenues.
• Assess accounts and create account plans as per the IHG template.
• Network within accounts to find key decision makers and relationship opportunities.
• Collaborate with IHG hotels to design and deliver in-person events for travel agents.
• Conduct or participate in client meetings and coordinate familiarization tours and site inspections.
• Handle and manage clients’ queries or issues.
• Gather information on current and prospective clients to generate incremental business.
• Collaborate with IHG hotel-facing sales teams to deliver for NHOPs and key portfolios of hotels.
• Keep an accurate record of all sales calls made for future reference.
• Ensure accurate Account Profiles and Account planning are undertaken at least annually.
• Work with appropriate Hotels to ensure clear communication of expectations and goals.
• Update Account and Contact profiles, attach Account plans, and ensure ‘live’ information for action.
• Monitor competitors' activities and share relevant information with key stakeholders.
• Maintain effective control of sales expenses.
• Assist with familiarizations and entertaining as required.
• Act as a resource for all on-property hotel staff.
• Include hotel General Managers and sales staff on sales calls.
• Report to the Director of Global Luxury & Lifestyle for The Americas on market trends.

Qualifications

• Bachelor's or Master’s Degree in Marketing, Management, Business, or a relevant field of work.
• 6-8 years progressive work-related experience in the service industry.
• At least 4 years in multi-unit or corporate roles in a hotel setting.
• Strong knowledge of luxury consortia networks and agency partners across Canada and the Northeastern US.
• In-depth knowledge of sales principles and techniques.
• Strong client management, problem solving, and organization skills.
• Effective communication and negotiation skills.
• Strong knowledge of IHG products, rates, and marketing programs.
• Good PC/MS Office skills; knowledge of Salesforce is advantageous.
• Ability to develop strong relationships with customers’ senior management.
• Confidence in representing multiple properties and working remotely.
• Understanding of market trends and customer needs.
• Competent in allocating resources, controlling expenses, and working within budgets.
• Establish goals and objectives, set performance targets, and ensure timely delivery of projects.

Requirements

• Travel – 40% [U.S. and Canada]
• Location – Remote: Candidate must reside in Michigan, Illinois, or Massachusetts and be within 1 hour proximity to a major US airport.

Benefits

• Salary range: $80,000.00 to $89,000.00.
• Eligible for bonus pay (as applicable).
• Comprehensive package of benefits including paid time off.
• Medical/dental/vision insurance and other benefits to employees.