Account Director, Global Sales Luxury & Lifestyle [Transient/Group] – U.S. Michigan, Illinois or Massachusetts
About The Position
The Global Luxury & Lifestyle Sales Director is primarily responsible for an account portfolio of luxury agencies to maximize and drive revenues and market share to IHG brands. Knowledge of luxury consortia networks and agency partners across Canada and the Northeastern/Midwest United States. Manage and coordinate transient and group luxury travel requests for hotel partners, ensuring a high level of service and client engagement. Key to this role is creating, evolving and driving strategic global account plans while developing relationships and networks within the accounts to increase opportunities, conversion and revenue for our hotels. The role is responsible for interacting with all Associates from their respective accounts as well as IHG Hotel sales teams to deliver bookings from our mutual end user customers. Travel – 40% [U.S. and Canada]. Location – Remote: Remotely based role and candidate must reside in Michigan, Illinois or Massachusetts U.S. and must be within 1 hour proximity to a major US airport.
Requirements
- 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
- 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
- Strong knowledge of luxury consortia networks and agency partners across Canada and the Northeastern US
- Manage and coordinate transient and group luxury travel requests for hotel partners, ensuring a high level of service and client engagement
- 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
- Confidence in representing multiple properties 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
Nice To Haves
- Knowledge of Salesforce is advantageous
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 key decision makers, their support staff and other relationship opportunities
- Collaborate with IHG hotels to design and deliver on in person events that allow travel agents to experience IHG brands
- 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
- Collaborate with IHG hotel facing sales teams to deliver for NHOPs and key portfolios of hotels
- 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 InterContinental 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
- 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
- Maintain effective control of sales expenses
- Assist with familiarizations and entertaining as required
- Act as a resource for all on property hotel staff
- Include hotel General Managers and sales staff where appropriate on sales call
- Report to the Director of Global Luxury & Lifestyle for The Americas on market trends
Benefits
- paid time off
- medical/dental/vision insurance
- bonus pay (as applicable)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
