Account Director - Group Travel Partners [U.S. Region]

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.

Your day to day 

Strategic Account Management

• Drive a culture of insight-based, create 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

What we need from you

• 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.

Travel – 50%

Location – Remote: **Candidate must reside in the United States within one [1] hour proximity to a major US airport**

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.  

#LI-YM1