Account Director, US Government [Transient] - U.S. Region

As a Government Account Director, this role will be responsible for U.S. Federal and State government transient travel programs, including and agency-specific rate sourcing processes. Managing high-profile, high-volume transient accounts, with a focus on maximizing revenue through strategic account planning, rate optimization, and demand capture across federal agencies, military segments, and state government travelers.

Your day to day 

Strategic Account Management

• Understand Key Account(s) drivers, behaviors, values & opportunities
• Maintain relationships with multiple key contacts within all subsidiaries and/or business units to maximize revenue delivery
• 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 account team(s) as applicable
• Ensure all managed accounts have thoughtful account plans, strategies & actions to support maximizing market share opportunities for IHG; engage with customers as appropriate

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 the ability to influence without authority & successfully navigate a highly-matrixed organization
• 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

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
• Has command, drives usage, and ensures team subject-matter expertise of all IHG sales tools & methodologies; leverages people & team resources to optimize revenue opportunities
• Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts
• Ensure team achieves yearly financial targets & business goals 
• Embody a seeker mentality; always look for the next revenue opportunity within your  accounts
• Owns and champions the vision and strategy of the specific industry grouping for which you are responsible, executing through a sound market business plan

Communication Skills

• Continually practice & improve written, verbal & non-verbal communication skills
• Successfully tailor your message to the audience(s) for maximum impact
• Demonstrate comfort in addressing internal & external stakeholders
• Be adept at empathic listening, probing questions & productive debate
• Seek first to understand, then be understood

Commitment to Continuous Improvement

• Commit to a mindset of continuous self-development
• Be receptive to feedback & coaching from peers & leaders; embody that same spirit within your team
• Make & take opportunities for you & your team to stretch, learn & grow
• Embody a naturally curious, entrepreneurial spirit
• Display exceptional time management & organizational skills; foster those same skills amongst your team

What we need from you

• Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.