IHG Director of Key Accounts - IHG Northern Gulf in Doha, Qatar


What's your passion? Whether you're into cycling, baking or

basketball, at IHG we're interested in YOU. We love people who apply the

same amount of care and passion to their jobs as they do their hobbies - people

who help us create great hotels guests love

IHG Northern Gulf is looking for Director of Key Accounts to join our team.

As Director of Key Accounts, you

will be responsible for:


Delivery of targeted revenues into

IHG Hotels in Northern Gulf both from existing and new accounts.


Responsible for the short and long-term

direction the KNR Segment


Maintain communication with GSO and

KAD colleagues


Maintain and strengthen

relationships with Global Accounts both internationally and locally


Support IHG NG hotels DOSM's and

account managers to monitor production and execute strategies to drive revenues

into IHG NG hotels. Set and agree account

targets on an annual basis


Complete and maintain accurate

global Key account plans and ensure consistent communications to relevant IHG

colleagues both on property and off


Drive new business from existing

IHG NG portfolio by implementing IHG NG strategic account plans. Identify global accounts in the region to be

maintained, developed and drive production growth into IHG NG Hotels. Ensure that the strategic, contracting and

account management processes are in place for Key accounts in IHG NG Hotels


Develop clear understanding of

clients hotel needs in IHG NG Hotels from account portfolio in order to

leverage share and increase revenues


Managing IHG NG relationships BTA partners

to identity, target and convert new accounts to IHG NG Hotels and to maintain

BTA awareness of IHG NG hotel offerings


Drive GDS business for Consortia

and Non Negotiated by managing IHG NG GDS Campaigns with Revenue Teams


Strategically drive system delivery

through preferred distribution channels to be in line with IHG strategies and



Using IHG all tools and reports available

to identify new accounts into IHG NG Hotels.

Working with Global Sales Representatives to shift share from

competitors by building compelling business cases and ensuring that these

accounts are aware of the IHG NG offerings


Ensure iRFP process is aligned

across IHG NG and is managed to ensure maximum revenues are achieved. Share best practices with IHG NG hotels on

Key Accounts and iRFP processes. Develop

capability of the team(s) use and understanding of Key Accounts and BTA

business processes


Working alongside revenue teams to

track KNR Production and ensuring IHG NG Hotels rates are loaded and fully

visible over all channels


Monitor sales activity and

performance to revenue targets for IHG NG hotels of KNR / BTA accounts. Prepares action plans to support and execute

segment strategy plans and annual account planning


Support IHG NG Hotels to ensure

accurate forecasting and budgeting of KNR accounts


Maintain accurate account profiles

and tracking in IHG NG systems to identify Risks and Opportunities


Conduct regular business reviews

with accounts and IHG NG DOSM's


Attendance at Key Trade Shows to

identify new accounts for IHG NG Hotels


Quarterly travel to IHG NG

Properties to support local teams


Work across a wide variety of

cultures and markets, tailoring approach and behaviors to understand key

differentiators and leverage best practices accordingly


Thorough understanding of industry

trends and updates for IHG. Provide feedback and constant communications of

market / client needs


Represent IHG and IHG NG hotels at

trade shows as agreed with IHG NG hotels


Support and participate in

account workshops for IHG NG hotels to have a greater understanding of

accounts in IHG NG region and communicate to property teams to increase market

share and revenues


Supports New Hotels including

pre-opening phases with Key Account Information, iRFP solicitation and system



you will have minimum five-year’s experience in the industry covering global accounts

and BTA segments

In return, you will receive a competitive salary and

benefits package as well as opportunities to learn new skills and grow your

career internationally.


you’re successful, you’ll be able to take advantage of some great benefits and

make the most of our commitment to give you Room to grow.


you’re ready to make the move to a great new career opportunity, apply online



  • High level of communication skills, both written and verbal

  • Proactive approach, with strong drive for team results and a track record of achievement

  • Strong decision making skills

Job: Business Development

Location: Qatar-Doha

Requisition ID: DOH002752