Account Director, Global Sales (Groups & Meetings), Southeast or Central U.S.

IHG•Atlanta, GA

14d•$83,000 - $115,000•Remote

About The Position

The Account Director drives revenue growth and increases IHG market share across an assigned portfolio of Group Travel Partners. The role combines strategic account management with proactive business development in the groups and meetings segment, working with agency and intermediary customers to identify opportunities, strengthen partnerships, and deliver sales objectives for the Group Travel Partner Americas Sales team. The position manages customer relationships and account strategies, uses customer, market, and performance insights to identify growth opportunities, and owns account performance, pipeline, and results. It collaborates with IHG hotels, hotel ownership, property-level commercial teams, and internal stakeholders to convert customer opportunities and support group business. The position is remote for candidates residing in the Southeast or Central U.S. within one hour of a major U.S. airport. Travel is 40%.

Requirements

Bachelor’s degree in Management, Business, Hospitality, or an equivalent combination of education and work-related experience.
At least 5 years of National Sales, Global Sales, on-property sales, or other relevant sales experience, including demonstrated experience in the groups and meetings segment and with agency or intermediary customers.
Knowledge of the hotel industry, group sales and marketing, and business planning, along with strong sales, problem-solving, and analytical capabilities.
Experience organizing, planning, and executing large-scale sales or account strategies from conception through implementation.
Executive-level verbal and written communication skills and the ability to engage clients, vendors, senior leaders, and other key stakeholders.
Strong relationship management, negotiation, and influencing skills.
Knowledge of competitors’ sales strategies, positions, and initiatives.
Strong commercial acumen and understanding of operating in an owned, managed, and franchised hotel environment.
Ability to reside in the Southeast or Central U.S. within one hour of a major U.S. airport.
Ability to travel 40%.

Nice To Haves

Experience working with franchise organizations or ownership constituencies is preferred.
Experience working with globally scoped accounts, international markets, or cross-cultural stakeholders is strongly preferred.

Responsibilities

Develop relationships across customer organizations and maintain proactive engagement through sales calls, business reviews, industry events, and account activations.
Prioritize a diverse account portfolio according to revenue potential, business needs, and strategic opportunities.
Use customer, market, and performance insights to identify opportunities with existing and emerging Group Travel Partners.
Apply knowledge of the groups and meetings segment, agency and intermediary customers, buying behaviors, and group business placement dynamics.
Find ways to drive incremental revenue and market share through partnerships, mutual value opportunities, and other approaches.
Anticipate and overcome objections through research, negotiation, and problem-solving.
Develop and execute Strategic Account Plans with growth priorities, sales strategies, and measurable objectives.
Expand relationships within assigned accounts by identifying decision-makers, business units, and new sources of group opportunity.
Own business development and strategic account management for the assigned portfolio, pursuing and converting opportunities that grow revenue and IHG share.
Translate account, production, market, and customer insights into sales actions, identifying performance gaps and share opportunities.
Use sales metrics, reporting, tools, IHG systems, and sales methodologies to support sales efforts.
Take data-informed risks to close incremental revenue opportunities and shift market share to IHG.
Maintain ownership of account performance, pipeline, opportunities, and results, and adjust strategy when performance is off plan.
Seek untapped revenue and share opportunities beyond established relationships and traditional approaches.
Connect customer opportunities with IHG hotels and internal stakeholders, advocating for both the customer and IHG and advancing opportunities toward conversion.
Build credibility with hotel ownership and property-level commercial teams, communicate account strategy, and help hotels capitalize on Group Travel Partner opportunities.
Share information and ideas across stakeholder groups and IHG tools and resources to advance sales efforts.
Influence others within the organization to achieve intended outcomes.
Encourage open and honest dialogue among account teams, peers, and leaders.
Champion interdependency and represent Global Sales in cross-functional working groups.