As a Government Account Director, this role will
be responsible for U.S. Federal and State government transient travel
programs, including and agency-specific rate sourcing processes.
Managing high-profile, high-volume transient accounts, with
a focus on maximizing revenue through strategic account planning, rate
optimization, and demand capture across federal agencies, military segments,
and state government travelers.
Your day to day
style="font-family: Arial, sans-serif;">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
Communication Skills
style="list-style-type: disc;">
Continually
practice & improve written, verbal & non-verbal communication
skills
style="font-size: 10pt; line-height: 107%;">Successfully tailor your message
to the audience(s) for maximum impact
style="font-family: Arial, sans-serif;">Demonstrate comfort in addressing internal & external
stakeholdersBe adept
at empathic listening, probing questions & productive
debate
style="font-size: 10pt; line-height: 107%;">Seek first to understand, then
be understoodCommitment to Continuous
Improvement
- Commit to a mindset of continuous
self-development - Be receptive
to feedback & coaching from peers & leaders; embody that same spirit
within your team - Make & take
opportunities for you & your team to stretch, learn &
grow -
style="font-size: 10pt; line-height: 107%;">Embody a naturally curious,
entrepreneurial spirit - Display
exceptional time management & organizational skills; foster those same
skills amongst your team
What we need from you
style="list-style-type: disc;">
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 propertyDemonstrated
experience with a deep understanding working with government
customers. Understanding the nuances of government
procurementWorking
with global companies with multiple stakeholders, cultural teams and complex
buying processes.Demonstrated expertise in U.S. Federal and State government
transient travel programs, including and agency-specific rate sourcing
processes. Deep understanding of RFP cycles, contract compliance, and government
rate structures (e.g., per diem, ceiling rates), with the ability
to strategically position hotel offerings in alignment with regulatory
requirements and program objectives.
style="font-family: Arial, sans-serif;">Strong working knowledge of Global Distribution
Systems (GDS) and intermediary channels, including Travel Management
Companies (TMCs), online booking tools (OBTs), and government travel platforms,
ensuring optimal rate loading, content accuracy, and visibility to drive
transient production.Proven
success managing high-profile, high-volume transient accounts, with
a focus on maximizing revenue through strategic account planning, rate
optimization, and demand capture across federal agencies, military segments,
and state government travelers.Experience navigating the complexities of decentralized
government travel decision-making, effectively influencing sourcing,
booking behavior, and program participation across agencies, installations,
and departments operating at both national and local
levels.Ability to build
and manage relationships across a diverse ecosystem of stakeholders, including
government buyers, intermediaries, contractors, and internal partners, to drive
alignment and capture incremental transient share.
style="font-family: Arial, sans-serif;">Demonstrated ability to analyze transient
performance and identify revenue opportunities, partnering closely
with Revenue Management to optimize pricing strategies, availability,
and channel mix in alignment with government program requirements and market
demand.Expertise
in managing large, complex account portfolios and pipelines,
prioritizing opportunities based on production potential, program participation,
geographic demand, and strategic alignment across a fragmented government
landscape.Collaborative
mindset with proven ability to partner cross-functionally, particularly
with Revenue Management, Distribution, Marketing, and Operations, to ensure
successful execution of transient strategies and account
initiatives.High
level of adaptability and strategic problem-solving, with the ability to respond
to evolving government travel policies, funding shifts, and operational
priorities while maintaining consistency in revenue delivery and account
performance.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 $113,000.00.
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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