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IHG Director, Global Luxury & Lifestyle Sales in New York, New York

Director, Global Luxury & Lifestyle Sales

Job Number R164013

Hotel Brand: IHG Corporate

Americas - United States - New York - New York

Description

About us

Bringing True Hospitality to the world.

We want to welcome you to a world of bringing True Hospitality to everyone. When you join us at IHG®, you become part of our global family. A welcoming culture of warmth, honesty and a passion for providing True Hospitality.

We pride ourselves on letting your personality and passions shine, recognizing the individual contribution you make and supporting your ambition to learn and create your own career path. In making a difference to our guests and owners, colleagues and communities, every day is a chance to create great and unique experiences, in your own way.

With over 370,000 colleagues in nearly 100 countries sharing our values, there’s countless opportunities at your fingertips.

We’re growing; grow with us.

Your day to day

Job Summary

The Director Global Luxury & Lifestyle Global Sales is accountable for leading and directing IHG resources in the luxury & lifestyle segments that incorporate major travel management companies with over 1BN turnover, the Luxury Consortia, specialist entertainment companies and niche corporate agencies that focus on higher rated premium business and formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and luxury & lifestyle market segments. This position is also the ‘owner’ of the account relationship for IHG, engaging the account and IHG in all interactions (at all levels). The Director will lead and engage IHG resources that include global account teams, regional sales leadership, hotel operations, global and regional functional groups and senior management. The Luxury & Lifestyle Sales Accounts Director is responsible for account management, developing strategic account plans, QBRs, RFP’s, communicating brand differentiation through brand programs, agency events, roadshows, trade shows, next-gen initiatives, B2B marking and other sales activity. This position explores general and specific needs of the accounts and delivers value propositions to the account which maximize returns to the client and IHG.

Essential Duties and Responsibilities

  • Govern all business generating aspects of the account (how they buy from IHG and how we purchase from them). Oversee the development and implementation of 3 year strategic plans that achieve the desired results from the assigned accounts and segments.

  • Lead account management to a deeper understanding of the client needs that could become competitive opportunities for IHG; use strategy, financial analysis, insight techniques, risk analysis and the offerings of IHG functions to deliver innovative solutions to strategic clients.

  • Direct and function well in a matrix organization where both direct and indirect reporting relationships are engaged and respected.

  • Understand the competitive marketplace as well as the market dynamics that impact the assigned account portfolio.

  • Map and own the profile and characteristics of assigned Account’s key contacts and decision makers; develop strong relationships with all levels of the client organization

  • Own Account’s reporting and analysis strategies for multiple audiences at the account and our internal stakeholders.

  • Develop outstanding brand knowledge of IHG’s portfolio of world-class brands with even deeper understanding of the luxury lifestyle portfolio.

  • Sell the benefits of IHG’s Luxury Lifestyle B2B Program and enroll qualified Premium Travel Agencies into the program based on an understanding of account potential and commitment to targets.

  • Understand the unique points of difference of the ‘halo’ hotels and resorts in each brand and can articulate their competitive advantage in the local market.

  • Work closely with the Program Manager – Global Luxury & Lifestyle Sales to ensure that IHG hotels are highlighted in the agent’s educational material and regularly communicate (at least quarterly).

  • Lead and guide regional luxury sales specialists and hotel based sales; deploy team resources to work the account to full engagement and influence in the global regions.

  • Organize IHG’s participation in key luxury trade shows ensuring an exceptional experience for buyers and IHG participants.

  • Contribute to IHG’s Luxury & Lifestyle advisory board, hosting the board and acquiring new insights that positively impact growth opportunities.

  • Own all account information visibility in CRM system (IHG Javelin).

What we need from you

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

10 plus years 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 corporations such as Fortune 100 or FTSE 100

Technical skills and Knowledge

  • The Director – Global Luxury & Lifestyle Sales can think beyond traditional ways of doing things by using the principles of strategy development and execution, as well as gaining insight that is the platform for the development of creative and innovative client solutions. The Director’s financial and commercial skills are sufficient to assess the impact of non-traditional approaches to gaining market share.

  • Demonstrated experience in working in global markets, deep understanding of managing across a 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 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 hotels and hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.

  • Demonstrated knowledge of competitors’ sales strategies, positions and initiatives.

  • Demonstrate well-developed negotiating and persuading abilities.

  • 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.

  • Demonstrated computer skills in MS Word, Excel, PowerPoint, social media, and using sales-related software.

What we offer

We’ll reward all your hard work with a great salary and benefits – including great room discount and superb training.

Join us and you’ll become part of the global IHG family – and like all families, all our individual team members share some winning characteristics. As a team, we work better together – we trust and support each other, we do the right thing and we welcome different perspectives. You need to show us you care, that you notice the little things that make a difference to guests as well as always looking for ways to improve - click here to find out more about us.

IHG is an equal opportunity employer: Minorities / Females / Disabled / Veterans


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    Brad enlisted in the U.S. Army in August 1992, and was assigned as an infantryman at Fort Lewis, Wash., where he served six years in 9th Infantry Regiment and 25th Infantry Division. In 1999, he was assigned to Fort Benning, Ga., where he completed Drill Sergeant School and then served with the Infantry Training Brigade. He was next assigned to Officer Candidate School in 2003 and earned his commission as a second lieutenant in the Adjutant General Corps. Major Anderson’s previous assignments as an officer include Camp Casey, South Korea, where he served as a postal platoon leader; Iraq, where he served as deputy plans and operations officer, III Corps; Fort Benning, where he served with 30th Adjutant General Reception Battalion, as Headquarters and Headquarters Company commander; Eglin Air Force Base, Fla., where he served with 7th Special Forces Group (Airborne), as battalion and group human resources officer and Fort Lee where he served his final assignment as the Military Entrance Processing Station (MEPS) commander.

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