Account Director, US Government - [U.S. Region]

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    "ExternalDescriptionStr": "<p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">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.</span></span></p><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>Your day to day&nbsp;</strong></span></span></p><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>Strategic Account Management</strong></span></span></p><ul style=\"list-style-type: disc;\"><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Understand Key Account(s) drivers, behaviors, values &amp; opportunities</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Maintain relationships with multiple key contacts within all subsidiaries and/or business units to maximize revenue delivery</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Explore unique ways to drive returns (share shift, Mutual Value, partnerships, etc.)</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Anticipate &amp; overcome objections through thoughtful research &amp; consideration of potential solutions, impactful negotiation skills and creative problem-solving</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Prioritize time to think &amp; strategize; create &amp; execute a Strategic Account Plan</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Be a strategic leader of account team(s) as applicable</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Ensure all managed accounts have thoughtful account plans, strategies &amp; actions to support maximizing market share opportunities for IHG; engage with customers as appropriate</span></span></li></ul><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>Work Collaboratively</strong></span></span></p><ul style=\"list-style-type: disc;\"><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Appropriately share information &amp; ideas across stakeholder groups &amp; IHG tools &amp; resources to advance sales efforts</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Be a valued advisor sought out by others for guidance</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Exhibit the ability to influence without authority &amp; successfully navigate a highly-matrixed organization</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Encourage &amp; participate in open &amp; honest dialogue amongst account teams, peers &amp; leaders</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Champion interdependency &amp; act as a liaison for Global Sales in cross-functional working groups</span></span></li></ul><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>Sales &amp; Business Acumen</strong></span></span></p><ul style=\"list-style-type: disc;\"><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Possess end-to-end critical thinking skills: the ability to interpret &amp; action data, articulate a business case, and evaluate ROI/financial impact of potential actions</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Has command, drives usage, and ensures team subject-matter expertise of all IHG sales tools &amp; methodologies;&nbsp;leverages people &amp; team resources to optimize revenue opportunities</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Research &amp; action calculated risks to enhance our ability to close revenue &amp; shift market share amongst key accounts</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Ensure team achieves yearly financial targets &amp; business goals&nbsp;</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Embody a seeker mentality; always look for the next revenue opportunity within your&nbsp; accounts</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Owns and champions the vision and strategy of the specific industry grouping for which you are responsible, executing through a sound market business plan</span></span></li></ul><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>What we need from you</strong></span></span></p><ul style=\"list-style-type: disc;\"><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Minimum of<strong> 3 years of experience supporting the Government segment&nbsp;</strong>– on or above property</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Demonstrated experience with a deep understanding <strong>working with government customers. Understanding the nuances of government procurement</strong></span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Working with global companies with multiple stakeholders, cultural teams and complex buying processes.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Demonstrated expertise in <strong>U.S. Federal and State government travel procurement processes</strong>, 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</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Deep understanding of <strong>government group and meeting demand drivers</strong>, including TDY travel, training exercises, mission-driven gatherings, and emergency response lodging, across military, federal agencies, and state entities.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Proven ability to navigate <strong>decentralized decision-making environments</strong>, managing relationships across installations, agencies, and departments where lodging decisions are made at the local or unit level.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Experience managing <strong>complex, multi-stakeholder government accounts</strong>, including coordination with intermediaries (TMCs, housing providers), contractors, and direct government buyers to capture group and extended-stay opportunities.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Demonstrated capability to identify and convert <strong>non-traditional group opportunities</strong>, such as large-scale training events, base relocations, infrastructure projects, and disaster response, into incremental hotel revenue.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Expertise in managing <strong>high-volume opportunity pipelines</strong>, prioritizing accounts based on revenue potential, mission alignment, and geographic demand across a large and fragmented government landscape.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">High level of adaptability and problem-solving ability to respond to <strong>rapidly changing government priorities, funding shifts, and operational constraints</strong>, ensuring continuity of business and revenue delivery.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Demonstrated sales management experience in organizing, planning and executing large-scale sales segment plans from conception through implementation.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Demonstrated knowledge of hotels and hotel sales &amp; marketing, business planning, etc., along with strong sales ability, sales management, problem solving and analytical skills.</span></span></li><li><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\">Demonstrate a strong commercial acumen and hold a high-level understanding of operating in an owned managed and franchised environment.&nbsp;Experience with franchise organization or ownership constituencies is preferable. International experience or handling accounts with international scope is required.</span></span></li></ul><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>Travel&nbsp;</strong>– 30-40%</span></span></p><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>Location&nbsp;</strong>– Remote:&nbsp; Candidate must reside in the United States within 1 hour proximity to a major US airport</span></span></p><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>The salary range for this role is $84,000.00 to $115,000.00</strong>.&nbsp; This role is also eligible for bonus pay (as applicable).&nbsp;We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.&nbsp;&nbsp;</span></span></p><p><span style=\"font-family: Arial, sans-serif;\"><span style=\"font-size: 10pt; line-height: 107%;\"><strong>#LI-YM1&nbsp;</strong></span></span></p>",
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