Global Luxury & Lifestyle Sales Director
About Us
IHG Hotels & Resorts is one of the world’s leading hotel companies with around 350,000 colleagues working across more than 100 countries to deliver true hospitality for good. Our diverse portfolio of differentiated brands is well known and loved by millions of consumers around the world.
We genuinely care for our entire IHG Hotels & Resorts family. All our colleagues are valued, and their wellbeing matters to us. We provide the support our colleagues need to succeed and recognise them for their hard work. Our diverse global community values different perspectives and cultures.
This is an exciting opportunity to work as part of our Growth organisation. You will manage and develop new business from an account portfolio of luxury-focused accounts valued at $30M+ and located within assigned sales territory, to deliver revenue to hotels globally, maximizing revenues and market share for all brands with focus on Luxury & Lifestyle.
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
- Leads and directs company resources across a portfolio of accounts that focus on higher-rated, premium business, including major travel management companies and agencies., luxury consortia & networks, and luxury tour operators.
- Formulates the strategy to optimize account performance and strategic opportunities across company functions, regions, and luxury & lifestyle market segments.
- Owns the account relationship for the company, with focus on Luxury & Lifestyle brands, 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 teams, regional sales leadership, hotel operations, global and regional functional groups (such as 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,, RFP’s, communicating brand differentiation through brand programs, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activity.
- Listens to understand each account’s needs and expectations, and delivers tailored solutions to the account which maximize returns to the client and our business, intentionally differentiating our offerings vs. competitors.
- 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, with focus on Luxury & Lifestyle brands.
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 using strong influencer, analytical, negotiation, communication and execution abilities will perform well in this role.
- Thinks beyond traditional ways of doing things by using the principles of strategic account management, as well as gaining insight that is the platform for the development of creative and innovative client solutions.
- Knowledge and expertise, both deep and broad, of our luxury & lifestyle brands, along with competitive brands.
- Experience in working in global markets, deep understanding of managing across diverse, multi-cultural teams and customer organizations.
- Sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation and assessment.
- Works effectively at board level in client companies, possess strong relationship management skills, and well-developed probing, listening, negotiating and persuading abilities.
- Knowledge of hotel sales & marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.
- Knowledge of macro-economic and industry trends, competitive landscape and other factors which influence account strategies, positions and initiatives.
- Strong commercial acumen and an ability to influence across 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.
What we offer
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.
We give our people everything they need to succeed. From a competitive salary that rewards all your hard work to a wide range of benefits designed to help you live your best work life – including impressive room discounts.
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 regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.
IHG gives every member of the team the room they need to belong, grow, and make a difference in a collaborative environment. We know that to work well, we need to feel well – both inside and outside of work – and through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace.
So, join us and you’ll become part of our ever-growing global family.
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