Account Director

Purpose of the role: Manages and develops new business from an account portfolio of luxury-focused accounts valued at $30M+ and located within assigned sales territory, in order to deliver revenue to hotels globally, maximizing revenues and market share for all brands with focus on Luxury & Lifestyle. The account portfolio is comprised of luxury agency, network/consortia and tour operator accounts having 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 plans for each account, in order to grow revenue and share.

Key Accountabilities

• Leads and directs company resources across a portfolio of accounts that focus on higher-rated, premium business, including major travel management companies and agencies., luxury consortia & networks, and luxury tour operators.
• Formulates the strategy to optimize account performance and strategic opportunities across company functions, regions, and luxury & lifestyle market segments.
• Owns the account relationship for the company, with focus on Luxury & Lifestyle brands, 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 teams, regional sales leadership, hotel operations, global and regional functional groups (such as 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,, RFP’s, communicating brand differentiation through brand programs, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activity.
• Listens to understand each account’s needs and expectations, and delivers tailored solutions to the account which maximize returns to the client and our business, intentionally differentiating our offerings vs. competitors.
• 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, with focus on Luxury & Lifestyle brands.

https://careers.ihg.com/en/job-details/?jobref=Account+Director+Global+Luxury+and+Lifestyle+Sales+Latam%7cUK%7c158858#128455