Account Director Americas – Specialist Sales Support Office - Remote Eligible

Account Director

Welcome to a world of opportunities at the UK's #1 Great Place to Work 2025, as voted by our team members! No two days or two hotels are the same, but our spirit and passion for hospitality always brings all our teams together to create a culture of inclusiveness, positivity and drive to achieve our common goal. "To share the light and warmth of hospitality". With amazing training, resources and support from both managers and colleagues, there is always an opportunity to develop and grow.

A world of rewards:

• Free and healthy meals when on duty
• Grow your career!
• Personal development programmes designed to support you at every step of your career
• A chance to make a difference through our Corporate Responsibility programmes
• Team Member Travel Program: discounted hotel nights plus 50% off Food and Beverages (subject to individual outlets)
• Team Member Referral Program
• High street discounts with Perks at Work
• Discounted dental and health cover
• Modern and inclusive Team Member's areas
• Pension
• Work from home
• Car Allowance

Position Summary:

Scotland Cluster - candidate must be based in or around London (work from home)

The Account Director will manage and grow the highest value and largest potential Share of Wallet accounts for Owned & Operated Hotels in the UK&I and will be 100% dedicated to driving new and existing opportunities from the AMERICAS region. This role will create and communicate account strategies to drive an increased market share and demonstrate value to both internal and external customers. With a passion for maintaining and developing relationships with all customers and stakeholders, the ideal candidate will have a strong hotel commercial background and an excellent understanding of working with international partners. This role is exclusively focused on Owned & Operated UK&I hotels. The position is remote; however, it does require frequent international travel (approximately 30–35%) as well as some travel in the UK for all team tradeshows and internal meetings.

Planning Activities:

• Develops strategies and directions for accounts in remit.
• Identifies and evaluates business opportunities for the company and directs accordingly.
• Executes strategic account development plans and supports communications of key messages internally and externally.
• Develops appropriate objectives for each account/market and directs their achievement.
• Accountable for the delivery of the strategy and activities of the accounts and markets assigned.
• Total account management focus.
• Quickly determine the segments within the account that provide the greater opportunities.

Organizing Activities:

• Organized engagements with AMERICAS-based customers (in person or virtual) and participates in UK&I activities such as familiarization trips, site visits, and customer visits, providing Owned & Operated hotels with exposure to these key markets.
• Directs assignment of tasks ensuring optimum allocation of resources.
• Monitors and reviews the impact of marketing initiatives on the account strategy.
• Establishes and develops effective working relationships with key customers.
• Networks with sub account handlers
• Strengthens relationship with UK&I Owned and Operated hotels.
• Works the opportunities via third parties.
• Builds, implements and communicates the account strategies, delivering the expected targets.
• Develops Account Plans that specify objectives, timescales and sales methods to support the defined account strategy and ensures maximum opportunity for account penetration.
• Accurately identifies the level of influence and decision-making power of contacts in the customer organization and uses these to secure business.
• Accountable for communicating the strategy, ADP and activities on a quarterly basis, along with relevant issues, opportunities and successes.

Directing & Controlling Activities:

• Reviews of Account Development Plans on a quarterly basis, updating records accordingly.
• Implements account for specific marketing initiatives to help drive the business.
• Agrees marketing activity to underpin the account strategies and deliver increased customer/market share.
• Works within approved budgets and adjusts activities and expenses to ensure optimal financial results.
• To provide accurate management reports to review account performance and communicate future plans.
• Reviews customer base to determine new opportunities for account penetration.

Tradeshow & Sales Missions:

In addition to the performance of the essential functions, this position will be required to perform the following supportive function, with the percentage of time performing each function to be solely determined by the line managed based upon the requirements of the company.

• Attendance at National and International sales missions and tradeshows.

Measurement (Target):

• Hotel performance to budget (20%)
• Individual performance, targets as agreed by NDOS (80%)

Specific Job Knowledge, Skill and Ability:

The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation.

Required:

• Previous experience as a Senior Sales Manager, Assistant Director of Sales, or equivalent sales role.
• Excellent communication skills; presentations, written and public speaking.
• Ability to direct collaboration among cross-functional teams including external resources.
• Leads by example to resolve conflicts, introduce change and ensure collaboration among others.
• Demonstrates the highest standards of ethical behavior and absolute discretion with sensitive information.
• Ability to take initiative to identify, prioritize and implement actions required to achieve account goals.
• Strong problem-solving skills including ability to address any issue in collaboration with others, identify and prevent potential problems.
• Ability to work independently.
• Ability to adjust plans and priorities as situations change.
• Ability to think and articulate a vision for business sales and capable of translating this into practical and tangible actions.
• Self-reliant, working with minimal control and direction.
• Takes calculated risks to achieve results in consultation with immediate supervisor and other relevant team members.
• Contributes and is effective when teamwork with peers.
• Has good relationship management skills and presents the appropriate professional image to customers and external contacts.
• Can handle more than one task/situation at a time.
• University degree or experience in lieu thereof.
• Significant work experience in customer-facing, revenue generating roles.
• Experience working in multi-cultural or international settings.
• Fluency in English.

Preferred:

• A graduate of a hospitality management school, Hotel Management School or a similar degree.
• Knowledge of Salesforce, Delphi or a similar database/reservations system
• Hospitality industry experience preferred in Sales, Marketing, Revenue or Operating roles.
• In-depth knowledge of business sector(s) they manage.
• International experience is advantageous, ideally with the AMERICAS Region.
• Working knowledge at least one other language

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