As a Government Account Director, this role will drive
incremental group and meeting revenue across Federal and State Government
segments by managing a portfolio of government agencies, contractors,
and intermediaries. The position requires deep expertise in government
procurement processes, decentralized buying environments, and complex
stakeholder networks, enabling the identification and conversion
of mission-driven lodging opportunities. Leveraging public funding insights
and strategic account planning, the role partners across internal teams
and hotel stakeholders to deliver compliant, scalable solutions that maximize
revenue and market share within the government
segment.
style="font-size: 10pt; line-height: 107%;">Your day
to day
Strategic
Account Management
- Understand Key Account(s) drivers, behaviors, values
& opportunities - Maintain
relationships with multiple key contacts within all subsidiaries and/or business
units to maximize revenue delivery -
style="font-family: Arial, sans-serif;">Explore unique ways to drive returns (share shift, Mutual
Value, partnerships, etc.) - Anticipate
& overcome objections through thoughtful research & consideration
of potential solutions, impactful negotiation skills and creative
problem-solving - Prioritize time
to think & strategize; create & execute a Strategic Account
Plan -
style="font-size: 10pt; line-height: 107%;">Be a strategic leader of account
team(s) as applicable - Ensure all
managed accounts have thoughtful account plans, strategies & actions
to support maximizing market share opportunities for IHG; engage with customers
as appropriate
Work
Collaboratively
- Appropriately share information & ideas across
stakeholder groups & IHG tools & resources to advance sales
efforts - Be a valued
advisor sought out by others for guidance -
style="font-family: Arial, sans-serif;">Exhibit the ability to influence without authority &
successfully navigate a highly-matrixed organization -
style="font-family: Arial, sans-serif;">Encourage & participate in open & honest dialogue
amongst account teams, peers & leaders -
style="font-family: Arial, sans-serif;">Champion interdependency & act as a liaison for Global
Sales in cross-functional working groups
style="font-family: Arial, sans-serif;">Sales & Business
Acumen
-
style="font-family: Arial, sans-serif;">Possess end-to-end critical thinking skills: the ability
to interpret & action data, articulate a business case, and evaluate
ROI/financial impact of potential actions -
style="font-family: Arial, sans-serif;">Has command, drives usage, and ensures team subject-matter
expertise of all IHG sales tools & methodologies; leverages people
& team resources to optimize revenue
opportunities - Research &
action calculated risks to enhance our ability to close revenue & shift
market share amongst key accounts -
style="font-family: Arial, sans-serif;">Ensure team achieves yearly financial targets & business
goals - Embody a seeker
mentality; always look for the next revenue opportunity within your
accounts - Owns
and champions the vision and strategy of the specific industry grouping
for which you are responsible, executing through a sound market business
plan
What
we need from you
- Bachelor’s or Master's Degree in Marketing,
Management, Business, Hospitality or an equivalent combination of education
and work-related experience. - Minimum
of 3 years of experience supporting the Government
segment – on or above property -
style="font-family: Arial, sans-serif;">Demonstrated experience with a deep understanding
working with government customers. Understanding the nuances
of government procurement -
style="font-family: Arial, sans-serif;">Working with global companies with multiple stakeholders,
cultural teams and complex buying processes. -
style="font-family: Arial, sans-serif;">Demonstrated expertise in U.S. Federal and State
government travel procurement processes, including RFP cycles, contract
compliance, and government rate structures (e.g., per diem, ceiling rates),
with the ability to align hotel offerings to regulatory
requirements - Deep
understanding of government group and meeting demand drivers,
including TDY travel, training exercises, mission-driven gatherings,
and emergency response lodging, across military, federal agencies, and state
entities. - Proven ability
to navigate decentralized decision-making environments,
managing relationships across installations, agencies, and departments where
lodging decisions are made at the local or unit
level. -
style="font-size: 10pt; line-height: 107%;">Experience managing complex,
multi-stakeholder government accounts, including coordination
with intermediaries (TMCs, housing providers), contractors, and direct
government buyers to capture group and extended-stay
opportunities. - Demonstrated
capability to identify and convert non-traditional group
opportunities, such as large-scale training events, base relocations,
infrastructure projects, and disaster response, into incremental hotel
revenue. - Expertise
in managing high-volume opportunity pipelines, prioritizing
accounts based on revenue potential, mission alignment, and geographic demand
across a large and fragmented government landscape. -
style="font-family: Arial, sans-serif;">High level of adaptability and problem-solving ability
to respond to rapidly changing government priorities, funding shifts,
and operational constraints, ensuring continuity of business
and revenue delivery. - Demonstrated
sales management experience in organizing, planning and executing large-scale
sales segment plans from conception through
implementation. - Demonstrated
knowledge of hotels and hotel sales & marketing, business planning, etc.,
along with strong sales ability, sales management, problem solving
and analytical skills. - Demonstrate
a strong commercial acumen and hold a high-level understanding of operating
in 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.
Travel – 30-40%
style="font-family: Arial, sans-serif;">Location – Remote: Candidate
must reside in the United States within 1 hour proximity to a major
US airport
The
salary range for this role is $84,000.00 to $115,000.00.
This role is also eligible for bonus pay (as applicable). We offer
a comprehensive package of benefits including paid time off,
medical/dental/vision insurance, 401K, and other benefits
to employees.
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