Role Purpose
To strategically manage a designated 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
Your day to day
- 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 utilization through preferred distribution channels to determine rates and undertake client negotiations in line with 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 and 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 Elevate behaviors 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 a processes, tools and sales strategy and ways of working (IHG SWA NSO Sales Playbook)
What we need from you
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.
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 customer centric methodology (experience in seven habits methodology is a plus) by utilising proven systems such as Helping Customers succeed or similar frameworks
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 SWA NSO market
Significant SWA NSO / 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
Who we are
At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You’ll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there’s Room for You at IHG. Over recent years, we’ve transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love. We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That’s why here at IHG, we give our colleagues flexibility and balance – working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that’s why leaders work with teams to determine how and when they collaborate. We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference. Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.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.
