Market Account Director for Canada

Industry:
Hotels Clubs and Spas
Department:
General Management/ GM
Level:
Top Management
Location:
Americas North and South
Salary Description:
Competitive
Posted:
03-Dec-16
Recruiter:
Intercontinental Hotels Group (IHG)
Job Ref:
R125454

Recommend a friend - Band 6
Competitive Salary plus Bonus potential

Do you see yourself as the Market Account Director for Canada ?

What's your passion? Whether you're into tennis, shopping or karaoke, at IHG we're interested in YOU. At IHG we employ people who apply the same amount of care and passion to their jobs as they do their hobbies - people who put our guests at the heart of everything they do. And we're looking for more people like this to join our friendly and professional team.

Job Summary

The Market Account Director manages sales activities focused on an assigned account portfolio within the designated segment and/or geographic region. Additionally, the Market Account Director will engage in business development activities towards achieving Mid-Market Sales annual revenue production growth targets. Business development objectives will be realized through the successful qualification and signing up of new Mid-Market Account Program (MMAP) clients and penetrating the account portfolio for groups/meetings revenue delivery. The Market Account Director will act as the primary point of contact for the relevant accounts to various business partners and stakeholders including owners, management companies, and on-property sales personnel.

Essential Duties and Responsibilities

• Develop account relationships with small to medium size corporations
• Manages Mid-Market account portfolio, and prospect pipeline for the purpose of shifting volume share into IHG branded hotels.
• Responsible for developing revenue, achieving sales goals and performance optimization of Mid-Market accounts
• Collaborate sales efforts cross-regionally, across departments as required to coordinate actions against defined accounts.
• Research all account referrals and the marketplace for relevant prospects with focus on accounts with majority Canada based travel and a designated travel buyer in Canada.
• Design, produce, and maintain appropriate sales reports for internal stakeholders.
• Present IHG brands, value proposition, and the benefits of Mid-Market account status to account base.
• Engagement and participation with customers and prospects through client meetings, industry trade shows, vendor fairs, sales blitzes, and other relevant activities.
• Maintains and updates Account Profile, Account Intelligence, and all relevant fields in all internal tools
• Understands various programs within the IHG sales toolkit, and demonstrates expertise in determining program fit with a potential new account.
• Work closely with sales support resources by guiding their role in account research, qualification, and other transactional tasks.<br><br>Education

Bachelor's or Master's Degree in Hospitality, Marketing, Business, or a relevant field of work, or an equivalent combination of education and work-related experience preferred. Professional sales designations and or certifications preferred.

Experience

6-8 years progressive work-related experience in a sales development environment with at least 2 years in a multi-product/property sales role. Demonstrated understanding of technical and business knowledge and understanding of multiple disciplines or processes related to the position.

Technical skills and Knowledge

• Sales Development/Hunter natural ability required
• Demonstrated account management experience in organizing, planning and executing strategic plans from conception through implementation.
• Understands and has experience in the assigned local and regional markets. (Canada)
• Has extensive knowledge of the segments which are viable in the market. (Corporate accounts)
• Demonstrates 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 executive level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading skills.
• Regional or national sales experience and experience with franchise organization preferred.
• Self-motivated, excellent time management and prioritization skills. Sets aggressive goals for self and strives to meet and exceed goals.
• This role is virtual based (home based) with the development and maintenance of accounts being handled primarily through email and phone based communication.
• When traveling this position will be expected to be completely proficient at working from hotels, airports/airplanes, remote offices and/or locations.

You must meet the legal requirements to work in this country

In return we'll give you a competitive financial and benefits package. Hotel discounts worldwide are available as well as the chance to work with a great team of people. Most importantly, we'll give you the room to be yourself.

So what's your passion? Please get in touch and tell us how you could bring your individual skills to IHG by clicking "Apply Online".

IHG is an equal opportunity employer Minorities / Female / Disabled / Veterans

Contact Details:
Intercontinental Hotels Group (IHG)
Tel: .
Contact: HR Department

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