IHG Key Account Director Americas in Portland, California
Key Account Director Americas
Job Number R179972
Americas - United States - California - Portland
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 – (Role Summary)
The Key Account Director is primarily responsible for an account portfolio to maximize and drive revenues and market share to IHG brands. Key to this role is creating, evolving and driving relationships and networks with the accounts in their portfolio and to assess and evolve strategies as necessary to increase conversion and revenues.
The Key Account Director assists the Director of Regional Sales in animating and developing the sales teams. This role requires the building of working culture to support the IHG Winning Ways of Doing the Right Thing, Show We Care, Aim Higher, Celebrate Difference and Work Better Together.
Essential Duties and Responsibilities
Manage and develop a portfolio of accounts to maximize market share and revenues;
Assess accounts and their opportunities, as a result, create account plans as per the IHG template and execute strategies and tactics to drive revenue and market share
Network within the accounts to find those key decision-makers, their support staff and other relationship opportunities
Conduct or participate in client meetings as well as plan and coordinate familiarization tours and site inspections
Handle and manage clients’ queries or issues
Gather information on current and prospective clients/contacts to generate incremental business
Conduct or participate in prospective clients’ interviews
Keep an accurate record of all sales calls made for future reference and control purposes in the sales system
Ensure accurate Account Profiles and Account planning are undertaken at least annually with such templates completed and posted to appropriate communication channels and sales systems, i.e. complete annual SSRP’s as set out by InterContinental Hotels & Resorts regional sales policy
Work with the appropriate Hotels to ensure clear communication of expectations and goals. For each account as appropriate develop a network of support at key hotels ensuring close working relationships with hotel management and sales staff
Ensure accurate and timely updating of the provided Sales System (i.e. Delphi)
Ensure tracking of all relevant activities
Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action
Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both IHG and the portfolio of accounts and share relevant information with key stakeholders in line with the IHG counsel
Other duties and responsibilities
Negotiate and complete RFP’s and tenders
Maintain effective control of sales expenses
Attends meetings as required
Exercises flexibility to perform other duties as required
Assist with familiarizations and entertaining as required
Act as a resource for all on-property hotel staff
Provides feedback to management on changing market conditions, including trends in competition.
Be proactive and responsible for the follow up on new sales leads
Include hotel General Managers and sales staff where appropriate on sales call
Develop a thorough understanding of all processes and systems utilized by Property/Cluster/National Sales, as directed by the Regional Director of Sales, to include but not restricted to Delphi, I-Know Reporting, Ezy-Message, Meeting Broker, I-RFP and Sales Source
What we need from you
Education – Bachelor's or Master’s Degree in Marketing, Management, Business, or a relevant field of work, or an equivalent combination of education and work-related experience preferred
- 6-8 years progressive work-related experience in the service industry with at least 4 years in multi-unit or corporate roles in a hotel setting, as well as demonstrated understanding of technical and business knowledge and understanding of multiple disciplines/processes related to the position
Technical Skills and Knowledge –
In-depth knowledge of sales principles and techniques.
Strong client management, problem solving and organization skills.
Effective communication and negotiation skills.
Strong knowledge of IHG products, rates and marketing programs.
Good PC/MS Office skills. Knowledge of Delphi is advantageous
Ability to develop strong relationships with customers’ senior management.
Flexible working approach.
Confidence in representing multiple properties and working remotely from team members and line managers.
Display an understanding of market trends and customer needs.
Competent in allocating resources, controlling expenses and working within pre-determined budgets.
Establishes goals and objectives, sets performance targets and timely delivery of projects.
Ability in report writing and strong presentation skills
This is 100% remote so we are looking for qualified candidates in the west region of the US including Arizona, California, Oregon, Washington state, and Nevada!
Number of employees supervised 0
Sales Goals as set by the manager
Room night, Revenue and ADR
Key Performance Objectives set annually (as Per IHG policy)
Decision rights - Business decisions within the scope of the role
Key Internal Relationships –
RSC Sales Team & Fulfilment Team
Regional Sales Team
Global Account Team
Key External Relationships –
Customer base (Not limited to account portfolio)
Resource tools and memberships such as SAMA; Lexis Nexis; etc
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 ---Band Level # 6
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