Key Account Director Job in Gurgaon at InterContinental Hotels Group

InterContinental Hotels Group is hiring for the role of Key Account Director!

Responsibilities of the Candidate:

• Develop and manage long-term customer relationships within the larger / international industry groupings with the largest growth opportunities taking ownership of the delivery of customers’ expectations, and developing a deep understanding of client hotel requirements.
• Strategically drive system delivery and utilization through preferred distribution channels to determine rates and undertake client negotiations in line with IHG's strategy.
• Develop and execute strategic customer account plans to deliver both incremental and quality revenue, including negotiating mutually beneficial contracts. 
• Identifying high-spend (luxury/upscale) cross-occasion/industry opportunities and resourcing Groups and Meeting secondary sellers as appropriate 
• Support strategic and tactical promotions and initiatives to maximize revenue in need periods, working closely with key needs and new properties to identify touch points within the account portfolio. 
• Support and participate in internal and external events to maximize resources and drive broader and deeper relationships.
• Work across a wide variety of cultures and markets, tailoring approaches and behaviors to understand key differentiators and leverage best practices accordingly.
• Demonstrate a best-in-class approach with compliance towards processes, tools sales strategy, and ways of working (IHG IMEA Sales Playbook.

Requirements:

• Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality, or an equivalent combination of education and work-related experience. 
• Significant experience in an account management role with a portfolio of high-growth international opportunities basing decisions upon sound data and insight, linked to the long-term strategy of the organization.
• Significant experience in applying the challenger sales framework customer utilizing the Challenger Sales framework.
• Significant experience in negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage, and execute mutually beneficial contracts.
• An advanced ability to make effective commercial decisions based on understanding and analyzing key commercial information and commercial levers.
• Significant experience initiating, developing,, and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.
• Significant experience of operating in culturally diverse teams across the KSA market.
• Significant GCC/International strategic sales experience in a senior manager role with a track record of identifying and delivering on new commercial opportunities, using key data points and analytics to make effective commercial decisions.