Account Director

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.https://careers.ihg.com/en/job-details/?jobref=Account+Director+-+Group+Travel+Partners+Global+Sales+%5bU.S.+Region%5d%7cUS%7c160939#171108