IHG
Account Director, Global Sales
IHG, Atlanta, Georgia, United States, 30383
We need people like you to make a difference and create exceptional experiences every single day. Don't just join a growing team of 370,000 colleagues across 100 countries. Let your passion shine. Innovate and collaborate around the world. Embrace your ambition.Let's Go Further Together.Bringing True Hospitality to the World.We want to welcome you to a world where you can bring true hospitality to everyone. When you join us at IHG®, you become part of our global family-a welcoming culture of warmth, honesty, and a passion for providing True Hospitality.We pride ourselves on letting your personality and passions shine, recognizing your contribution, and supporting your ambition to learn and create your career path. In making a difference to our guests and owners, colleagues, and communities, every day is a chance to create great and unique experiences in your way.With over 370,000 colleagues in nearly 100 countries sharing our values, countless opportunities are at your fingertips. We're growing; grow with usAt IHG, we've made a promise. As one of the world's leading hotel groups, we're here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognized and respected - wherever they are in the world. Want to be part of the journeyLocation: Remote US
*The salary range for this role is $58,824.00 to $175.00.00 this
is the lowest to highest pay scale
we, in good faith, believe we would pay for this role at the time of this posting.
We may ultimately pay more or less than the
posted range, and the range may be modified in the future
. An employee's pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.*This job is also eligible for bonus pay.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, project). The account portfolio is comprised of corporations which have high complexity given their size and global reach and require deployment of an account team comprised of team members deployed to key buyers, decision-makers and influencers within each account, across different geographies. 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 global account plans with regional and local applicability.Along with account team members, leads and directs company resources across a portfolio of multinational corporate accounts.
Formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and brands.
Along with account team members, 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 & Project RFPs, communicating brand differentiation through brand program, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activities.
Actively participation in travel professional and industry groups and be recognized internally and externally in the designated market segments.
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.
Understand Key Account's drivers, behaviors, values & opportunities
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.
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: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 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.
At IHG, we believe in taking care of our employees. That's why we offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401k, and any other benefits to eligible employees. We want you to feel secure and cared for, so you can focus on bringing True Hospitality to the world.You can apply for this role through the link below (or through an internal career site if you are a current employee).Note: No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.We'll reward all your hard work with an excellent salary and benefits - including a great room discount and superb training.Join us, and you'll become part of the global IHG family - and like all families, all our team members share some winning characteristics. We work better together as a team - we trust and support each other, do the right thing, and welcome different perspectives. It would be best if you showed us you care, that you notice the little things that make a difference to guests, and that you are always looking for ways to improve - click here to learn more about us.At IHG Hotels & Resorts, we are proud to be an equal-opportunity employer. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to an individual's race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.IHG is committed to promoting a culture of inclusion where everyone feels safe, respected, and valued. We seek talent from all backgrounds to join our teams and encourage our colleagues to bring their authentic and best selves to work.Not Applicable for Colorado Applicants.|The statements in this job description are intended to represent the key duties, essential nature and level of work being performed. They are not intended to be all responsibilities or qualifications of the job.Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.
*The salary range for this role is $58,824.00 to $175.00.00 this
is the lowest to highest pay scale
we, in good faith, believe we would pay for this role at the time of this posting.
We may ultimately pay more or less than the
posted range, and the range may be modified in the future
. An employee's pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.*This job is also eligible for bonus pay.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, project). The account portfolio is comprised of corporations which have high complexity given their size and global reach and require deployment of an account team comprised of team members deployed to key buyers, decision-makers and influencers within each account, across different geographies. 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 global account plans with regional and local applicability.Along with account team members, leads and directs company resources across a portfolio of multinational corporate accounts.
Formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and brands.
Along with account team members, 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 & Project RFPs, communicating brand differentiation through brand program, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activities.
Actively participation in travel professional and industry groups and be recognized internally and externally in the designated market segments.
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.
Understand Key Account's drivers, behaviors, values & opportunities
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.
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: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 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.
At IHG, we believe in taking care of our employees. That's why we offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401k, and any other benefits to eligible employees. We want you to feel secure and cared for, so you can focus on bringing True Hospitality to the world.You can apply for this role through the link below (or through an internal career site if you are a current employee).Note: No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.We'll reward all your hard work with an excellent salary and benefits - including a great room discount and superb training.Join us, and you'll become part of the global IHG family - and like all families, all our team members share some winning characteristics. We work better together as a team - we trust and support each other, do the right thing, and welcome different perspectives. It would be best if you showed us you care, that you notice the little things that make a difference to guests, and that you are always looking for ways to improve - click here to learn more about us.At IHG Hotels & Resorts, we are proud to be an equal-opportunity employer. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to an individual's race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.IHG is committed to promoting a culture of inclusion where everyone feels safe, respected, and valued. We seek talent from all backgrounds to join our teams and encourage our colleagues to bring their authentic and best selves to work.Not Applicable for Colorado Applicants.|The statements in this job description are intended to represent the key duties, essential nature and level of work being performed. They are not intended to be all responsibilities or qualifications of the job.Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.