Account Director, Global Luxury & Lifestyle Sales, Australia & New Zealand
Hotel Brand:
Location: Australia, New South Wales, Sydney
Hotel: Corp Sydney, Level 11, 20 Bond St, 2000
Manages and develops new business from an account portfolio of luxury-focused accounts valued at $30M+ and located within assigned sales territory, in order to deliver revenue to hotels globally, maximizing revenues and market share for all brands with focus on Luxury & Lifestyle.
Key Accountabilities
* 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 mutual business, representing a 360 view of the account relationship.
* Leads and engages company resources including 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 development, evolution and execution of strategic account plans, progress updates for internal and external stakeholders, RFPs, 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, delivering tailored solutions that maximize returns to the client and our business, intentionally differentiating our offerings from competitors.
* Drives and maximizes revenue and market share growth from each account, contributing to individual and team sales targets and the outperformance of our brands, with a focus on Luxury & Lifestyle brands.
Education
Bachelor's or master's degree in marketing, Management, Business, Hospitality or a relevant field of work, or an equivalent combination of education and work-related experience.
Experience
5 or more years of progressive work-related experience in the service industry with at least 3 years in multi-unit or corporate roles, as well as demonstrated mastery of technical and business knowledge across relevant disciplines. Extensive sales experience is required, as well as client management experience among large, complex luxury accounts.
Technical Skills and Knowledge
* Create compelling proposals and presentations to showcase the value of IHG Luxury & Lifestyle Brands, providing an overall solutions approach.
* Conduct regular business reviews and provide ongoing support to develop client loyalty.
* Stay updated on luxury & lifestyle travel market trends, consumer behavior, and competitors' strengths and weaknesses.
* Understand the needs and preferences of high-net-worth travelers.
* Think beyond traditional approaches by applying strategic account management principles to develop creative and innovative client solutions; possess financial and commercial acumen to assess non-traditional approaches.
* Knowledge and expertise of luxury & lifestyle brands, including competitive brands.
* Experience in global markets, managing across diverse, multi-cultural teams and customer organizations.
* Sales management experience in planning and executing large-scale sales segment plans from conception through implementation and assessment.
* Strong verbal and written communication skills for engaging clients, vendors, senior management and staff.
* Ability to operate at board level, with strong relationship management, probing, listening, negotiating and persuading skills.
* Knowledge of hotel sales & marketing, business planning, and strong sales, management, problem solving and analytical abilities.
* Understanding of macro-economic and industry trends, competitive landscape and factors influencing account strategies.
* Strong commercial acumen and ability to influence across owned, managed and franchised environments.
* Experience with franchise organizations or ownership constituencies is preferable; international experience or handling accounts with international scope is required.
* Computer skills in MS Word, Excel, PowerPoint, social media, and sales-related software.
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 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 an inclusive culture where there is 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 regard 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.
#J-18808-Ljbffr