Account Director, Global Luxury & Lifestyle Sales (Transient/Group), Eastern Canada

The Global Luxury & Lifestyle Sales Director, Canada is primarily responsible for an account portfolio luxury agencies to maximize and drive revenues and market share to IHG brands. Knowledge of luxury consortia networks and agency partners across Canada. Manage and coordinate transient and group luxury travel requests for hotel partners, ensuring a high level of service and client engagement.

Key to this role is creating, evolving and driving strategic global account plans while developing relationships and networks within the accounts to increase opportunities, conversion and revenue for our hotels. The role is responsible for interacting with all Associates from their respective accounts as well as IHG Hotel sales teams to deliver bookings from our mutual end user customers. 

Your day to day 

• Manage and develop portfolio of accounts to maximize market share and revenues;
  • Assess accounts and their opportunities, as a result create account plans as per the IHG template and execute strategies and tactics to drive revenue and market share.
  • Network within the accounts to find key decision makers, their support staff and other relationship opportunities.
  • Collaborate with IHG hotels to design and deliver on in person events that allow travel agents to experience IHG brands.
  • Conduct or participate in client meetings as well as plan and coordinate familiarization tours and site inspections.
  • Handle and manage clients’ queries or issues. 
  • Gather information on current and prospective clients/contacts to generate incremental business.
  • Collaborate with IHG hotel facing sales teams to deliver for NHOPs and key portfolios of hotels.
  • Keep an accurate record of all sales calls made for future reference and control purposes in the sales system.
• Ensure accurate Account Profiles and Account planning are undertaken at least annually with such templates completed and posted to appropriate communication channels and sales systems, i.e. complete annual SSRP’s as set out by InterContinental Hotels & Resorts regional sales policy.
• Work with the appropriate Hotels to ensure clear communication of expectations and goals. For each account as appropriate develop a network of support at key hotels ensuring close working relationships with hotel management and sales staff.
• Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action.
• Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both IHG and the portfolio of accounts and share relevant information with key stakeholders in line with the IHG counsel.
• Other duties & responsibilities:
  • Maintain effective control of sales expenses.
  • Assist with familiarizations and entertaining as required.
  • Act as a resource for all on property hotel staff.
  • Include hotel General Managers and sales staff where appropriate on sales call.
  • Report to the Director of Global Luxury & Lifestyle for The Americas on market trends.

What We Need From You:

• Education: 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.

• 6-8 years progressive work-related experience in the service industry with at least 4 years in multi-unit or corporate roles in a hotel setting, as well as demonstrated understanding of technical and business knowledge and understanding of multiple disciplines/processes related to the position.

• Strong knowledge of luxury consortia networks and agency partners across Canada

• Manage and coordinate transient and group luxury travel requests for hotel partners, ensuring a high level of service and client engagement.

• In-depth knowledge of sales principles and techniques.

• Strong client management, problem solving and organization skills; Effective communication and negotiation skills.

• Strong knowledge of IHG products, rates, and marketing programs.

• Good PC/MS Office skills. Knowledge of Salesforce is advantageous.

• Ability to develop strong relationships with customers’ senior management.

• Confidence in representing multiple properties and working remote from team members and line manager. 

• Display an understanding of market trends and customer needs.

• Competent in allocating resources, controlling expenses, and working within pre-determined budgets.

• Establishes goals and objectives, sets performance targets and timely delivery of projects.

Travel – 40% 

Location – Remote:  **Candidate must reside in Eastern Canada**

The salary range for this role is $83,000.00 to $115,000.00 CAD.  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 and other benefits to employees.  

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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.