Account Director - IHG Global Sales

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Account Director, IHG Global Sales

About Us

IHG Hotels & Resorts is one of the world's leading hotel companies with around 350,000 colleagues working across more than 100 countries to deliver true hospitality for good. Our diverse portfolio of differentiated brands is well known and loved by millions of consumers around the world.

We genuinely care for our entire IHG Hotels & Resorts family. All our colleagues are valued, and their wellbeing matters to us. We provide the support our colleagues need to succeed and recognise them for their hard work. Our diverse global community values different perspectives and cultures.

Working directly with the Senior Account Director you will strategically manage a designated account portfolio and develop key relationships to maximise high revenue growth. You will be maximising and increasing customer share for all brands across IHG in line with IHG's commercial agenda.

Growing trusted relationships is a part of who we are at IHG and that's exactly what this role entails. Effective relationship management with multiple stakeholders across various locations.

Your day to day

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

What we need from you

Whilst we love experience, mindset is of equal importance. We're looking for someone who is committed with a natural ability to operate effectively in a fast moving, global environment. Someone with the innate ability to establish and manage strong internal and external stakeholder relationships through strong influencing, analytical, negotiation, communication, and consensus-building skills.

• Experience in an account management role with a portfolio of high growth domestic or international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization.
• Experience of negotiating the needs of the company 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.
• Experience in initiating, developing, and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.
• Experience of operating in culturally diverse teams across the European market
• Strategic sales experience in an account manager or business development role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions.

What we offer

At IHG we give our colleagues greater flexibility and balance - working in a hybrid way, blending remote and office working. Although we thrive on collaborating in person, we expect that you're likely to spend time working remotely. Every role is different, and colleagues work with their team and their leader to determine how and when they collaborate in person. We like to believe we offer a unique culture where you have room to be yourself.

We give our people everything they need to succeed. From a competitive salary that rewards all your hard work to a wide range of benefits designed to help you live your best work life - including impressive room discounts.

Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.

IHG gives every member of the team the room they need to belong, grow, and make a difference in a collaborative environment. We know that to work well, we need to feel well - both inside and outside of work - and through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace.

So, join us and you'll become part of our ever-growing global family.

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At 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, recognised and respected - wherever they are in the world. Want to be part of the journey?

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.

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.