Role Purpose
The role is to manage and develop business from a portfolio of multinational corporate accounts, with revenue delivery of >$25M from discovered contacts across assigned account portfolio. Delivers revenue to hotels globally, maximizing revenues and market share for all brands and across all segments (transient, group, project). The account portfolio is comprised of corporations which have high complexity given their size and global reach and require deployment of an account team comprised of team members deployed to key buyers, decision-makers and influencers within each account, across different geographies.
Key Accountabilities
- Identifying, soliciting, influencing and converting highly valuable revenue opportunities
- Developing and maximizing relationships with contacts at all levels within the assigned account portfolio
- Developing and executing innovative strategic plans for each account within each segment, in order to drive rate growth, shift share and deliver more customers to our growing portfolio
- Collaborating with account team members and hotel team members to successfully craft and execute global account plans with regional and local applicability
- Along with account team members, leads and directs company resources across a portfolio of multinational corporate accounts.
- Formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and brands.
- Along with account team members, owns the account relationship for the company, engaging the account and company business functions in all interactions (at all levels) related to our mutual business together, representing a 360 view of our account relationship.
- Leads and engages company resources which include global sales teams, regional sales leadership, hotel operations, global and regional functional groups (such as technology, multi-brand/brand, marketing, loyalty & partnerships, procurement) and senior management. Responsible for all facets of strategic account management, including the development, evolution and execution of strategic account plans, account progress updates for internal and external stakeholders, Corporate, Group and Project RFP’s, communicating brand differentiation through brand programs, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activities
- Actively participate in travel professional and industry groups, and be recognised internally and externally as an expert in the designated market segments
- Listens to understand each account’s and each contact’s needs and expectations, and delivers tailored solutions to the account which maximize returns to the client and our business, intentionally differentiating our partnership and offerings vs. competitors.
- Drives and maximizes revenue and market share growth from each account, resulting in achievement of individual and team sales targets which contributes to the outperformance of our brands and fuels growth for the company.
- Maintains all details of managed accounts, account strategies and client engagement in CRM program
Key Skills & Experiences
Education:
- Bachelor's or Master's Degree in Marketing, Management, Business, Hospitality or a relevant field of work, or an equivalent combination of education and work-related experience
Experience:
5 or more years of progressive work-related experience in the service industry with at least 3 years in multi-unit or corporate roles, as well as demonstrated mastery of technical and business knowledge and understanding of multiple disciplines/processes related to the position. Extensive sales experience is required, as well as client management experience among large, complex meeting & incentive agencies.
Technical Skills and Knowledge:
- Thinks beyond traditional ways of doing things by using the principles of strategic account management, as well as gaining insight that is the platform for the development of creative and innovative client solutions. Possesses sufficient business acumen (financial and commercial knowledge) to assess the impact of non-traditional approaches to gaining market share.
- Knowledge and expertise, both deep and broad, of our brands, along with competitive brands.
- Experience in working in global markets, deep understanding of managing across diverse, multi-cultural teams and customer organizations.
- Sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation and assessment.
- Strong client management, problem solving, negotiation and organization skills
- Effective verbal and written communication skills for providing information to clients, vendors, senior management and staff.
- Works effectively at board level in client companies, possess strong relationship management skills, and well-developed probing, listening, negotiating and persuading abilities.
- Knowledge of hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.
- Knowledge of macro-economic and industry trends, competitive landscape and other factors which influence account strategies, positions and initiatives.
- Strong commercial acumen and an ability to influence across 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.
- Competent in allocating resources, controlling expenses and working within pre-determined budgets
- Computer skills in MS Word, Excel, PowerPoint, social media, and using sales-related software
You may apply via IHG Careers https://careers.ihg.com/en/ and enter job code 132336
