Job Information
IHG Business Development Account Director – DACH in Germany
Role Purpose
To strategically drive new business opportunities from newly identified corporate and agency accounts across the DACH region and develop key relationships to maximise high revenue growth; to increase customer share for all brands across IHG in line with IHG’s commercial agenda for the region.
Key Responsibilities
Identify, develop and manage new customer relationships within the DACH region across Corporate Transient, Groups and Meetings and Specialty Markets segments. To focus on the largest growth opportunities by taking ownership of the delivery of customers’ expectations, developing a deep understanding of client hotel requirements.
Showcase a proactive sales approach in identifying new business opportunities from unmanaged accounts to increase the revenue streams for the team and the region.
Support strategic and tactical promotions and initiatives to maximise revenue in need periods, working closely with new and existing IHG hotels to identify the right new business accounts for the portfolio with the highest impact and revenue opportunities.
Deliver both incremental and quality transient and groups and events revenue, including negotiating mutually beneficial contracts by building a diverse portfolio of prospecting accounts that can drive revenue into IHG.
Support cross-regional/industry G&M opportunities (i.e. via Cvent tool) to support the inbound and outbound opportunities for hotels.
Support and participate in internal and external events to maximise resource and drive broader and deeper relationships.
Work across a wide variety of cultures and markets, tailoring approach, and behaviours to understand key differentiators and leverage best practices accordingly.
Demonstrate a best-in-class approach with compliance towards a processes, tools and sales strategy and ways of working (IHG Global Sales, Europe Playbook).
Experience, Technical Skills and Knowledge
Critical Expertise & Experience:
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 organisation.
Ability to quickly identify new business opportunities, using key data points and analytics to make effective commercial decisions.
Fluent in German and English.
Experience of applying successfully sales methodologies such as The Challenger Sales Framework or Helping Clients Succeed.
Experience of negotiating the needs of IHG and the needs of the customer. Includes the ability to define, manage and execute mutually beneficial contracts.
Experience in initiating, developing and managing mutually beneficial relationships with customers, hotel owners & on-property sales teams.
Experience of operating in culturally diverse teams across the European market.
Education:
- Bachelor’s or Master's Degree in Sales, Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.
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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.
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.
At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.