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Account Director, Global Sales
InterContinental Hotels Group - Atlanta, GA
posted 2 months ago
About the position
The Account Director, Global Sales is responsible for managing and developing business from a portfolio of multinational corporate accounts, generating over $40M in revenue. This role focuses on maximizing revenues and market share for IHG's brands across various segments, requiring strategic planning and collaboration with account teams and hotel operations. The position involves engaging with key decision-makers, crafting tailored solutions, and driving growth through effective relationship management and strategic account plans.
Responsibilities
- Manage and develop business from a portfolio of multinational corporate accounts.
- Deliver revenue to hotels globally, maximizing revenues and market share across all segments.
- Identify, solicit, influence, and convert valuable revenue opportunities.
- Develop and maximize relationships with contacts at all levels within assigned accounts.
- Execute innovative strategic plans for each account to drive rate growth and customer acquisition.
- Collaborate with account team members and hotel teams to craft and execute global account plans.
- Formulate strategies to optimize account performance across IHG functions, regions, and brands.
- Engage company resources in all interactions related to account relationships.
- Provide account progress updates for internal and external stakeholders.
- Participate in travel professional and industry groups to enhance market presence.
- Listen to account needs and deliver tailored solutions to maximize returns.
- Maintain relationships with multiple key contacts within subsidiaries to maximize revenue delivery.
Requirements
- Bachelor's or Master's Degree in Marketing, Management, Business, Hospitality or equivalent experience.
- 5 - 7 years of progressive work-related experience.
- Experience in global markets and managing across cultural teams.
- Sales management experience in organizing and executing large-scale sales plans.
- Effective verbal and written communication skills for client and senior management interactions.
- Strong relationship management and negotiation skills.
- Knowledge of hotels and hotel sales & marketing, business planning, etc.
- Understanding of competitors' sales strategies and initiatives.
- Strong commercial acumen and understanding of operating in owned, managed, and franchised environments.
- Demonstrated computer skills in MS Word, Excel, and PowerPoint.
Nice-to-haves
- Experience with franchise organizations or ownership constituencies.
- International experience or handling accounts with international scope.
Benefits
- Paid time off
- Medical/dental/vision insurance
- 401k
- Room discounts
- Superb training
- Bonus pay eligibility
