IHG Market Account Director, West in United States
a friend - Band 6 USD
Do you see
yourself as a Market Account Director,West ?
your passion? Whether you're into tennis, shopping or karaoke, at IHG we're
interested in YOU. At IHG we employ people who apply the same amount of care
and passion to their jobs as they do their hobbies - people who put our guests
at the heart of everything they do. And we're looking for more people like this
to join our friendly and professional team.
Job Summary – (Role Summary)
The Market Account Director manages Project
Management sales activity within the designated segment and/or geographic
region. Additionally, the Market Account
Director will engage in business development activities towards achieving
Mid-Market Sales project management annual revenue production growth
targets. Business development objectives
will be realized through the successful qualification and signing up of new
Mid-Market Account Program (MMAP Project Advantage) clients and penetrating the
account portfolio for revenue delivery in the extended stay tiers 2-4. The Market Account Director will act as the
primary point of contact for the relevant accounts to various business partners
and stakeholders including IHG Brands, owners, management companies, and
on-property sales personnel. This role
will utilize The Challenger Sale model throughout the sales process in an
effort to shift share from the competition and yield positive share growth.
Essential Duties and Responsibilities – (KeyActivities)
Develop regional accountrelationships with regionally based Colleagues, IHG Brand leaders,Associations, Hotels and Corporate business accounts.
Manages Mid-Market ProjectManagement account portfolio, and prospect pipeline for the purpose ofshifting volume share into IHG branded hotels.
Responsible for developingrevenue, achieving sales goals and performance optimization of Mid-MarketProject Management accounts and customers share of spend targets withintheir portfolio.
Collaborate sales effortscross-regionally, across departments as required to coordinate actionsagainst defined accounts.
Research all account referralsand the marketplace for relevant prospects with focus on accounts withmajority Americas based extended stay travel and a designated travel buyeror project managers in the Americas region.
Profile accounts according toThe Challenger Sale methodology.
Design, produce, and maintainappropriate sales reports for internal stakeholders.
Present IHG brands, valueproposition, and the benefits of Mid-Market Project Advantage accountprogram to client prospects.
Engagement and participationwith customers and prospects through client meetings, industry tradeshows, vendor fairs, sales blitzes, and other relevant activities.
Maintains and updates AccountProfile, Account Intelligence, and all relevant fields in IHG Javelin forall accounts in the assigned portfolio.
Understands various programswithin the IHG sales toolkit, and demonstrates expertise in determiningprogram fit with a potential new account.
Work closely with sales supportresources by guiding their role in account research, qualification, andother transactional tasks.
Education – Bachelor's or Master’s Degree in
Hospitality, Marketing, Business, or a relevant field of work, or an equivalent
combination of education and work-related experience preferred.
sales designations and or certifications preferred.
Experience – 6-8 years progressive work-related
experience in the hospitality (hotel) industry with at least 3 years in a
multi-property extended stay sales or project manager role as well as
demonstrated understanding of technical and business knowledge and understanding
of multiple disciplines or processes related to the position.
Technical skills and Knowledge –
Demonstrated account managementexperience in organizing, planning and executing strategic plans fromconception through implementation.
Solid experience in projectmanagement or implementation.
Display an understanding andexperience in the assigned local and regional markets, culture, verticalsegment key drives and work habits.
Has extensive knowledge of theproject management segment which are viable in the market.
Has a good reputation among thehotel, extended stay business, and project management industry.Is actively involved in industry relatedorganizations.
Demonstrated effective verbaland written communication skills for the purpose of providing informationto clients, vendors, senior management and staff.
Must be able to workeffectively at executive level in client companies, possess strongrelationship management skills, and well-developed negotiating andpersuading skills.
Regional or national salesexperience and experience with franchise organization preferred.
Self-motivated, excellent timemanagement and prioritization skills.Sets aggressive goals for self and strives to meet and exceedgoals.
This role may be office orvirtual based with the development and maintenance of accounts beinghandled primarily through 50% on the road field engagement / travel.
When traveling this positionwill be expected to be completely proficient at working from hotels,airports/airplanes, remote offices and/or locations.
Remote; Houston, TX
Up to 50%
You must have the legal right to work in this country
Relocation is NOT provided for this position
we'll give you a competitive financial and benefits package which includes
healthcare and dental coverage, disability and life insurance, and a matched
401(k) program . Hotel discounts
worldwide are available as well as the chance to work with a great team of
people. Most importantly, we'll give you the room to be yourself.
your passion? Please get in touch and tell us how you could bring your
individual skills to IHG by clicking "Apply Online".
IHG is an
equal opportunity employer: Minorities / Females / Disabled / Veterans
Job: Executive / Corporate
Requisition ID: R146464