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Key Account Director - 1 Year FTC

Hotel Brand:
Location: Germany, Frankfurt

Hotel: Corp Frankfurt, Thurn-und-Taxis-Platz 6, 60313

Job number: 104909

About Us

IHG Hotels & Resorts is one of the largest hotel companies in the world with a family of 18 brands including InterContinental®, Holiday Inn®, Kimpton® and voco®. Approximately 350,000 people work across IHG’s hotels and our corporate offices in 100+ countries. 

As a service business, people are at the heart of IHG. Our pursuit of True Hospitality for Good means we go all out to make a positive difference across all the regions and communities we operate in. Our passion, scale and ambition will enable you to go further in whatever you do and wherever you are on your journey with us. So, to ensure your success, we’ll give you room to belong, room to grow and room to make a difference.

With an award-winning culture, you can look forward to being part of a company that will appreciate you for simply being you. At IHG we celebrate our differences, and we believe everyone has something unique to bring to each team.


Your day to day

As a Key Account Director, you will strategically manage a designated corporate account portfolio and develop key relationships to maximise high revenue growth. To increase customer share for all brands across IHG in line with IHG’s commercial agenda.

Key Accountabilities

  • Develop and manage long term customer relationships within the larger/international industry groupings with the largest growth opportunities taking ownership of the delivery of customers’ expectations, developing a deep understanding of client hotel requirements.
  • Strategically drive system delivery and utilisation through preferred distribution channels to determine rates and undertake client negotiations in line with the IHG strategy.
  • Develop and execute strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial contracts.
  • Identify corporate groups and meetings and cross-occasion/industry opportunities.
  • Support strategic and tactical promotions and initiatives to maximise revenue in need periods, working closely with key need and new properties to identify touch points within account portfolio.
  • Role model the 2X behaviours to sellers and other stakeholders within the organization, demonstrating internally and externally that they are a trusted advisor capable of providing expert solutions and insight of industry and market trends.
  • Support and participate in internal and external events to maximise resource and drive broader and deeper relationships.
  • Manage, delegate and develop account resources and/or virtual teams to effectively drive sales results (e.g., Groups and Meetings sellers and New Business).
  • Work across a wide variety of cultures and markets, tailoring approach and behaviours to understand key differentiators and leverage best practices accordingly.
  • Demonstrate a best in class approach with compliance towards processes, tools, sales strategy and ways of working (IHG Europe Sales Playbook).


What we need from you


  • Bachelor’s or master’s degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience. 

Critical Expertise & Experience

  • Significant experience in an account management role with a portfolio of high growth international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization.
  • Significant experience of applying the challenger sales framework customer by utilising the Challenger Sales framework.
  • Significant experience of negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage and execute mutually beneficial contracts.
  • An advanced ability to make effective commercial decisions based on an understanding and analysis of key commercial information and commercial levers.
  • Significant experience in initiating, developing and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.
  • Significant experience of operating in culturally diverse teams across the European market
  • Significant European/International strategic sales experience in a senior manager role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions.
  • Fluent in German and English to a business proficiency required


What we offer you

At IHG we give our colleagues greater flexibility and balance – working in a hybrid way, blending remote and office working. Although we thrive on collaborating in person, we expect that you’re likely to spend time working remotely. Every role is different, and colleagues work with their team and their leader to determine how and when they collaborate in person. We like to believe we offer a unique culture where you have room to be yourself.

Alongside our great working environment, we’ll offer you a strong industry competitive package, including healthcare and incredible worldwide hotel discounts.

As an equal opportunity employer, IHG is committed to providing a working culture that values diversity equity and inclusion and is committed to making reasonable adjustments to provide a barrier-free recruitment process and working environment.



Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today and let's #GoFurtherTogether.

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