direttore commerciale IHG Vendite globali 12 mesi FTC

Account Director, IHG Global Sales 

12 Months FTC

The Role

Working directly with the Senior Account Director you will strategically manage a designated account portfolio and develop key relationships to maximise high revenue growth. You will be maximising and increasing customer share for all brands across IHG in line with IHG’s commercial agenda.

Growing trusted relationships is a part of who we are at IHG and that’s exactly what this role entails. Effective relationship management with multiple stakeholders across various locations. 

Your day to day

• Develop and manage long term TMC and corporate 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.
• Identifying high-spend (luxury/upscale), cross-occasion/industry opportunities, resourcing Groups and Meeting and secondary sellers as appropriate.
• 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

Whilst we love experience, mindset is of equal importance. We’re looking for someone who is committed with a natural ability to operate effectively in a fast moving, global environment. Someone with the innate ability to establish and manage strong internal and external stakeholder relationships through strong influencing, analytical, negotiation, communication, and consensus-building skills.

• Experience in an account management role with a portfolio of high growth domestic or international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization.
• Experience of negotiating the needs of the company 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.
• Experience in initiating, developing, and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.
• Experience of operating in culturally diverse teams across the European market
• Strategic sales experience in an account manager or business development role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions.

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