Account Director, Global Sales

Essential Duties and Responsibilities 

• Manage and develop portfolio of accounts to maximize market share and revenues. 
• Assess accounts and their opportunities, as a result create account plans as per the IHG template and execute strategies and tactics to drive revenue and market share 
• Network within the accounts to find those key decision makers, their support staff and other relationship opportunities. 
• Conduct or participate in client meetings as well as plan and coordinate familiarization tours and site inspections. 
• Handle and manage clients’ queries or issues  
• Gather information on current and prospective clients / contacts to generate incremental business
• Conduct or participate in prospective clients’ interviews 
• Keep an accurate record of all sales calls made for future reference and control purposes in the sales system 
• Ensure accurate Account Profiles and Account planning are undertaken at least annually with such templates completed and posted to appropriate communication channels and sales systems, i.e. complete annual SSRP’s as set out by IHG Hotels & Resorts regional sales policy 
• Work with the appropriate Hotels to ensure clear communication of expectations and goals. For each account as appropriate develop a network of support at key hotels ensuring close working relationships with hotel management and sales staff 
• Ensure accurate and timely updating of the provided Sales System (i.e. Salesforce)  
• Ensure tracking of all relevant activities 
• Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action 
• Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both IHG and the portfolio of accounts and share relevant information with key stakeholders in line with the IHG counsel 
• Other duties and responsibilities 
• Negotiate and complete RFP’s and tenders 
• Maintain effective control of sales expenses 
• Attends meetings as required 
• Exercises flexibility to perform other duties as required 
• Assist with familiarizations and entertaining as required 
• Act as a resource for all on property hotel staff 
• Provides feedback to management on changing market conditions, including trends in competition. 
• Be proactive and responsible for the follow up on new sales leads 
• Include hotel General Managers and sales staff where appropriate on sales call 
• Develop a thorough understanding of all processes and systems utilized by Property/Cluster/National Sales, as directed by the Regional Director of Sales, to include but not restricted to Delphi, I-Know Reporting, Ezy-Message, Meeting Broker, I-RFP and Salesforce 

Education –  

• Bachelor's or Master’s Degree in Marketing, Management, Business, or a relevant field of work, or an equivalent combination of education and work-related experience preferred 

Experience – 

• 6-8 years progressive work-related experience in the service industry with at least 4 years in multi-unit or corporate roles in a hotel setting, as well as demonstrated understanding of technical and business knowledge and understanding of multiple disciplines/processes related to the position 

Technical Skills and Knowledge – 

• In-depth knowledge of sales principles and techniques. 
• Strong client management, problem solving and organization skills. 
• Effective communication and negotiation skills. 
• Strong knowledge of IHG products, rates and marketing programs. 
• Good PC/MS Office skills.  
• Ability to develop strong relationships with customers’ senior management. 
• Flexible working approach. 
• Confidence in representing multiple hotel brands and working remote from team members and line manager.  
• Display an understanding of market trends and customer needs. 
• Competent in allocating resources, controlling expenses and working within pre-determined budgets. 
• Establishes goals and objectives, sets performance targets and timely delivery of projects. 
• Ability in report writing and strong presentation skills 

Salary Range for this role is $95,000 to $109,000 Annually.

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?