Account Director, Global Luxury & Lifestyle Sales, KSA (Dubai Based)

This is an exciting opportunity to manage and develop new business from an account portfolio of luxury-focused accounts. The account portfolio is comprised of luxury agency, network/consortia and tour operator accounts having high complexity given their size and global reach. 

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. competitor

What we need from you

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 and understanding of multiple disciplines/processes related to the position.  Extensive sales experience is required, as well as client management experience among large, complex luxury accounts.

Technical Skills and Knowledge

• 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.  Possesses sufficient business acumen (financial and commercial knowledge) to assess the impact of non-traditional approaches to gaining market share. 
• 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.
• Effective verbal and written communication skills for providing information to clients, vendors, senior management and staff. 
• 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.

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

At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey?