Key Account Director - Groups and Meetings (Mumbai Based)

Purpose of the role

To strategically manage a designated account portfolio and develop key relationships to maximise high revenue growth. To increase customer share for all brands across IHG in line with IHG’s commercial agenda.

IHG's office in India is located in Gurgaon however remote working locations in Southwest Asia will be considered.

Key Accountabilities

1. Develop and manage long term 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.
2. Strategically drive system delivery and utilisation through preferred distribution channels to determine rates and undertake client negotiations in line with IHG strategy
3. Develop and execute strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial contracts 
4. Identifying high-spend (luxury/upscale) cross-occasion/industry opportunities and resourcing Groups and Meeting and secondary sellers as appropriate 
5. 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 
6. Support and participate in internal and external events to maximise resource and drive broader and deeper relationships.
7. Work across a wide variety of cultures and markets, tailoring approach and behaviours to understand key differentiators and leverage best practices accordingly
8. Demonstrate a best in class approach with compliance towards a processes, tools and sales strategy and ways of working (IHG IMEA Sales Playbook)
9. Role model the Elevate behaviors 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. 
10. Manage, delegate and develop account resources and/or virtual teams to effectively drive sales results (e.g. Groups and Meetings sellers and New Business)       

Required Education, Experience, Technical Skills and Knowledge

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: 

• Significant experience in an account management role with a portfolio of high growth international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization
• Significant experience of applying the challenger sales framework customer by utilising the Challenger Sales framework 
• Significant experience of negotiating the needs of IHG 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
• Significant experience in initiating, developing and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams
• Significant experience of operating in culturally diverse teams across the Southwest Asia market
• Significant GCC/International strategic sales experience in a senior manager role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions