Account Director, Global Luxury & Lifestyle Sales Latam

Hotel Brand:
Location: Brazil, São Paulo, São Paulo

Hotel: Corp Brazil, Alameda Jau 536, Suite 3S-D, 01420-000

Job number: 158858

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Purpose of the role: Manages and develops new business from an account portfolio of luxury-focused accounts valued at $30M+ and located within assigned sales territory, in order to deliver revenue to hotels globally, maximizing revenues and market share for all brands with focus on Luxury & Lifestyle. The account portfolio is comprised of luxury agency, network/consortia and tour operator accounts having high complexity given their size and global reach.

Keys to success in this role are

Identifying, soliciting, influencing and converting highly valuable revenue opportunities.
Developing and maximizing relationships with contacts at all levels within the assigned account portfolio.
Developing and executing innovative plans for each account, in order to grow revenue and share.

Key Accountabilities

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. competitors.
Drives and maximizes revenue and market share growth from each account, resulting in achievement of individual and team sales targets which contributes to the outperformance of our brands and fuels growth for the company, with focus on Luxury & Lifestyle brands.

Key Collaborative Network

Key Shared Accountabilities

Be the expert and key advocate for assigned accounts across the company
Collaborate with colleagues, both off and on property to share account trends, and influence conversation of revenue and share growth opportunities
Collaborate with hotel-based colleagues to maximize revenue and share growth opportunity from each assigned account

Key Interfaces

Key Internal Relationships

Sales Support Teams
Global Sales Teams
Commercial and Operations Teams
Hotel Teams

Key External Relationships

Contacts & influencers within assigned accounts
Contacts & influencers within prospective accounts
Contacts within industry networks

Key Metrics

Revenue production/performance vs target
Market share
Customer loyalty
Account plan goals & activities

If you're interested, please apply with your resume in English

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.

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.

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Account Director, Global Luxury & Lifestyle Sales Latam