Account Director – Airlines & Corporate

InterContinental Hotels Group; Atlanta (GA); Remote; USD 58,000 - 96,000; Full time

Job summary

An established industry player in hospitality is seeking an Account Director to lead strategic relationships with multinational airlines and corporate accounts. This role is pivotal in maximizing revenue delivery and market share across various segments. You will engage with key stakeholders, develop innovative plans, and utilize your sales management expertise to drive growth. The ideal candidate will possess strong relationship management and negotiation skills, along with a deep understanding of the hospitality market. If you thrive in a dynamic environment and are passionate about delivering tailored solutions, this opportunity is perfect for you.

Benefits

Paid Time Off

Medical Insurance

Dental Insurance

Vision Insurance

401K Plan

Bonus Pay

Qualifications

• 5 - 7 years of progressive work-related experience in sales management.
• Strong understanding of managing across cultural teams and client interactions.

Responsibilities

• Manage and develop business from multinational airline and corporate accounts.
• Formulate strategies to optimize account performance across IHG functions.

Skills

Sales Management

Relationship Management

Negotiation Skills

Analytical Skills

Communication Skills

Critical Thinking

Education

Bachelor’s Degree in Marketing

Master's Degree in Management

Job description

Hotel: Corp Atlanta Ravinia, Three Ravinia Drive, Suite 100, 30346

The Account Director – Airlines & Corporate is responsible for managing and developing business from a portfolio of multinational airline and corporate accounts, with revenue delivery of >$40M from discovered contacts across assigned account portfolio. Delivers revenue to hotels globally, maximizing performance and market share for all brands and across all segments (crew accommodations, distressed passengers, transient, group, and projects). The account portfolio is comprised of global airlines and corporations which have high complexity given their size and global reach. Keys to success in this role are 1) identifying, soliciting, influencing and converting highly valuable revenue opportunities, 2) developing and maximizing relationships with contacts at all levels within the assigned account portfolio, 3) developing and executing innovative strategic plans for each account within each segment, in order to drive rate growth, shift share and deliver more customers to our growing portfolio 4) collaborating with account team members and hotel team members to successfully craft and execute global account plans with regional and local applicability.

Your day to day

• Formulates strategies to optimize account performance and strategic opportunities across IHG functions, regions, and brands.
• Owns the account relationship for the company, engaging the account and company business functions in all interactions (at all levels) related to our mutual business together, representing a 360 view of our account relationship.
• Leads and engages company resources which include global sales team, regional sales leadership, hotel operations, global and regional functional groups (such technology, multi-brand/brand, marketing, loyalty & partnerships, procurement) and senior management. Responsible for all facets of strategic account management, including the development, evolution and execution of strategic account plans, account progress updates for internal and external stakeholders, Corporate, Group & Project RFPs, communicating brand differentiation through brand program, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activities.
• Active participation in crew accommodations site inspections, industry events/groups and be recognized internally and externally in the designated market segments.
• Listens to understand each account and each contact’s needs and expectations and delivers tailored solutions to the account which maximize returns to the client and our business, intentionally differentiating our partnership and offerings vs. competitors.
• Understand Key Account’s drivers, behaviors, values & opportunities. Maintain relationship with multiple key contacts within all subsidiaries and/ or business units to maximize revenue delivery to IHG. Drives and maximizes revenue and market share growth from each account, resulting in achievement of individual and team sales targets which contributes to the outperformance of our brands and fuels growth for the company.
• Possess end-to-end critical thinking skills: the ability to interpret & action data, articulate a business case, and evaluate ROI/financial impact of potential actions.

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.
• 5 - 7 years of progressive work-related experience; Previous experience with crew accommodations considered an asset.
• Demonstrated experience in working in global markets, deep understanding of managing across 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 the purpose of 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 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.

Travel – 30-40%

Location – Remote: Candidate must reside in the United States

The salary range for this role is $58,834.00 to $96,000.00. This role is also eligible for bonus pay (as applicable). We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.

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