Account Director - IHG Global Sales [Northeast US]

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, specialty markets). 

The account portfolio is comprised of corporations across the east coast, which have high complexity given their size and global reach. 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 account plans with regional and commercial support.

Your day to day 

• Formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and brands. 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 & Specialty RFPs, communicating brand differentiation  through brand program, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activities.
• Active participation in travel professional and industry groups and be recognized internally and externally for the assigned accounts.
• 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. 
• 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.

What we need from you

• Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience. 
• 5 - 7 years of progressive work-related experience
• Demonstrated experience in working in multi industries, deep understanding of managing different brands and cross functional duties
• 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.

Travel – 50%

Location – Remote: **Candidate must reside within the East Coast US near a major airport**

The salary range for this role is $58,834.00 to $120,000.00.  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.  

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