Global Luxury

**Role Description**

Accountable for leading and directing IHG resources in the luxury & lifestyle segments that incorporate major Travel Management Companies, Luxury Consortia, Luxury agencies, Luxury Network Programs and niche corporate agencies that focus on premium ADR business and formulates the strategy to optimize account performance and strategic opportunities across IHG functions, regions, and luxury & lifestyle market segments. Focus on accounts based in Central America, Mexico, and the Caribbean. Should have a strong network of existing relationships with accounts in the region. This position is also the ‘owner’ of the account relationship for IHG, engaging the account and IHG in all interactions (at all levels) related to our mutual business together, representing a 360 view of our account relationship.

Will lead and engage IHG resources that include global account teams, regional sales leadership, hotel operations, global and regional functional groups (such as technology, multi-brand/brand, marketing, loyalty, procurement, partnerships / alliances) and senior management. Is responsible for account management, developing strategic account plans, QBRs, RFP’s, communicating brand differentiation through brand programs, agency events, roadshows, tradeshows, next-gen initiatives, B2B marketing and other sales activity. This position explores general and specific needs of the accounts and delivers value propositions to the account which maximize returns to the client and IHG.

**Essential Duties and Responsibilities**:

- Govern all business generating aspects of the account (how they buy from IHG and how we purchase from them).
- Lead account management to a deeper understanding of the client needs.
Direct and function well in a matrix organization where both direct and indirect reporting relationships are engaged and respected.
- Drive the strategy for annual target setting by owning and executing the approach and socialization.
- Map and own the profile and characteristics of assigned Account’s key contacts and decision maker.
- Own Account’s reporting and analysis strategies for multiple audiences at the account and our internal stakeholders.
- Develop outstanding brand knowledge of IHG’s portfolio of world-class brands.
- Sell the benefits of IHG’s Luxury Lifestyle Benefits Program and enroll qualified Premium Travel Agencies into the program.
- Actively research from Account portfolio B2B opportunities in driving revenue, brand awareness.
- Understand the unique points of difference of the ‘halo’ hotels and resorts in each brand.
- Work closely with the Program Manager to ensure that IHG hotels are highlighted in the agent’s educational material.
- Manage IHG’s internal relationships to educate and achieve global and regional buy-in.
- Lead the executive sponsorship program for the account.
- Lead and guide regional luxury sales specialists and hotel-based sales. Enable sales opportunities of hotels to advance the account growth strategy.
- Organize IHG’s participation in key luxury trade shows ensuring an exceptional experience for buyers and IHG participants.
- Oversee and manage coordination of RFP for hotels, business case strategy, strategic negotiations.
- Own all account information visibility in CRM system (IHG Javelin).
Manage project and travel budgets responsibly by providing quarterly forecasts to the VP and Finance of all anticipated expenditure.

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.

**Language**

Fluency in Spanish and English is required.

**Experience**

15 plus years 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 corporations such as Fortune 100 or FTSE 100.

**Technical skills and Knowledge**
- The Global Luxury & Lifestyle Sales Director can think beyond traditional ways of doing things by using the principles of strategy development and execution, as well as gaining insight that is the platform for the development of creative and innovative client solutions. The Director’s financial and commercial skills are sufficient to assess the impact of non-traditional approaches to gaining market share.
- Demonstrated experience in working in global markets, deep understanding of managing across a cultural teams and cultural client interactions.
- Demonstrated sales management experience in organizing, planning, and executing large-scale sales segment plans from conception through implementation.
- Demonstrated effective verbal and written communication skills for providing infor