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

IHG•Atlanta, GA

4h•$84,000 - $113,000•Remote

About The Position

As a Government Account Director, this role will be responsible for U.S. Federal and State government transient travel programs, including agency-specific rate sourcing processes. The role involves 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.

Requirements

Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.
Minimum of 3 years of experience supporting the Government segment – on or above property
Demonstrated experience with a deep understanding working with government customers. Understanding the nuances of government procurement
Working with global companies with multiple stakeholders, cultural teams and complex buying processes.
Demonstrated expertise in U.S. Federal and State government transient travel programs, including and agency-specific rate sourcing processes. Deep understanding of RFP cycles, contract compliance, and government rate structures (e.g., per diem, ceiling rates), with the ability to strategically position hotel offerings in alignment with regulatory requirements and program objectives.
Strong working knowledge of Global Distribution Systems (GDS) and intermediary channels, including Travel Management Companies (TMCs), online booking tools (OBTs), and government travel platforms, ensuring optimal rate loading, content accuracy, and visibility to drive transient production.
Proven success 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.
Experience navigating the complexities of decentralized government travel decision-making, effectively influencing sourcing, booking behavior, and program participation across agencies, installations, and departments operating at both national and local levels.
Ability to build and manage relationships across a diverse ecosystem of stakeholders, including government buyers, intermediaries, contractors, and internal partners, to drive alignment and capture incremental transient share.
Demonstrated ability to analyze transient performance and identify revenue opportunities, partnering closely with Revenue Management to optimize pricing strategies, availability, and channel mix in alignment with government program requirements and market demand.
Expertise in managing large, complex account portfolios and pipelines, prioritizing opportunities based on production potential, program participation, geographic demand, and strategic alignment across a fragmented government landscape.
Collaborative mindset with proven ability to partner cross-functionally, particularly with Revenue Management, Distribution, Marketing, and Operations, to ensure successful execution of transient strategies and account initiatives.
High level of adaptability and strategic problem-solving, with the ability to respond to evolving government travel policies, funding shifts, and operational priorities while maintaining consistency in revenue delivery and account performance.

Responsibilities

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
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
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
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
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