Account Director - Global Travel Partners [U.S. Region]

IHG•Atlanta, GA

2d•$83,000 - $115,000•Remote

About The Position

This role has direct responsibility for delivering the sales objectives and assigned portfolio management within the Group Travel Partner Americas Sales team, across specified markets & segments, to deliver revenue & growth opportunities to IHG. Your day to day Strategic Account Management Drive a culture of insight-based, create strategies to identify business opportunities for existing and emerging Group Travel partners Have a strong understanding and experience in working with B2B customers in the Group Travel Partners vertical, or within a National Sales organization. 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 global account team(s) as applicable 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 Focus on Business Development and Account Management of Assigned Accounts; Create account growth and share strategies for existing account portfolio Mastery of industry & IHG metrics, reporting, tools (IHG Javelin) & sales methodologies (7 Habits) Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts Achieve yearly financial targets & business goals Embody a seeker mentality; always look for the next revenue opportunity within your accounts 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 an ability to influence others within the organization to achieve intended outcomes 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

Requirements

Bachelor’s Degree in Management, Business, Hospitality or an equivalent combination of education and work-related experience.
Minimum of 5 years of National, Global Sales or on property sales experience
Demonstrated knowledge of hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.
Demonstrated experience in working in global markets, deep understanding of managing across cultural teams and cultural client interactions.
Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation.
Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Must be able to work effectively at board level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading abilities.
Demonstrated knowledge of competitors’ sales strategies, positions and initiatives.
Demonstrate a strong commercial acumen and hold a high-level understanding of operating in an owned managed and franchised environment. Experience with franchise organization or ownership constituencies is preferable.
International experience or handling accounts with international scope is required.
Travel – 50%
Location – Remote: Candidate must reside in the United States within one [1] hour proximity to a major US airport

Nice To Haves

Experience with franchise organization or ownership constituencies is preferable.

Responsibilities

Drive a culture of insight-based, create strategies to identify business opportunities for existing and emerging Group Travel partners
Have a strong understanding and experience in working with B2B customers in the Group Travel Partners vertical, or within a National Sales organization.
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 global account team(s) as applicable
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
Focus on Business Development and Account Management of Assigned Accounts; Create account growth and share strategies for existing account portfolio
Mastery of industry & IHG metrics, reporting, tools (IHG Javelin) & sales methodologies (7 Habits)
Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts
Achieve yearly financial targets & business goals
Embody a seeker mentality; always look for the next revenue opportunity within your accounts
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 an ability to influence others within the organization to achieve intended outcomes
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