The Account Director - Business Development is a high-impact sales role responsible for identifying, pursuing, and closing new business for IHG brands. Success is defined by your ability to hunt for new accounts, generate incremental revenue, and consistently deliver against a defined sales quota. Performance is measured on a quarterly basis. Those who thrive in a competitive, results-driven environment will have success. This role drives growth across both Business Transient and Groups & Meetings revenue streams.
Key Responsibilities
Proactively source and close new business within your assigned territory to maximize market share and deliver measurable revenue growth against quarterly and annual targets.
Identify, qualify, and secure net-new accounts with potential to transition into future Managed IHG accounts.
Develop and execute territory and account plans using the IHG template, with specific strategies, timelines, and revenue goals for both Business Transient and Groups & Meetings segments.
Penetrate organizations to build relationships with key decision-makers, influencers, and operational contacts, ensuring multiple touchpoints and long-term growth opportunities.
Conduct thorough research and leverage market intelligence to uncover hidden opportunities and gain a competitive edge.
Partner with hotels to align on expectations, communicate clear objectives, and ensure coordinated efforts to win and grow business in both segments.
Build and maintain a network of support within priority hotels to ensure strong, ongoing collaboration that drives account success.
Accountability & Performance
Measured by quarterly sales quota attainment - with an expectation of consistently meeting or exceeding targets.
Performance evaluated on new revenue generated, account acquisition, and contribution to market share growth in both Business Transient and Groups & Meetings.
Results-driven culture: success is based on tangible output, not activity alone.
The Right Fit
You are a self-motivated sales hunter who thrives on competition, works with urgency, and is relentless in your pursuit of new opportunities. You understand that in this role, revenue is the scoreboard, and winning means exceeding your quota every quarter.
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.
Demonstrated experience in working in the US market, deep understanding of managing across 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 the purpose of providing information to clients, vendors, senior management and staff. Must be able to work effectively at board level in client companies, possess strong relationship management skills, and well-developed negotiating and persuading abilities
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 - 40%
Location - Remote: Candidate must reside in Ohio, Indiana, Michigan, Kentucky, Tennessee, Virginia, Maryland, or D.C. near a major U.S. airport.
The salary range for this role is $58,834.00 to $110,000.00 . 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.
At IHG Hotels & Resorts, we work together to deliver True Hospitality for Good on a global scale. With corporate offices and over 6,000 hotel destinations worldwide, a career at IHG is the perfect way to broaden your horizons. You'll experience our unique culture and brilliant colleagues who will support and inspire you. With a host of corporate opportunities to choose from, wherever you are on your career journey, and whatever you want to achieve there's Room for You at IHG.
Over recent years, we've transformed our company. We have bold ambitions to drive performance and maintain our relentless focus on growth in order to be the hotel company of choice that guests & owners love.
We are a hospitality business at our core and value connections and being together helps us foster a unique sense of belonging that also supports productivity. That's why here at IHG, we give our colleagues flexibility and balance - working in a hybrid way, blending office and remote working collectively. We recognise that every role is different, that's why leaders work with teams to determine how and when they collaborate.
We provide a wide range of benefits designed to help you live your best work life. These include impressive room discounts across our many properties, recharge days and volunteering days throughout the year. Through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. We offer a unique and inclusive culture, where there is always Room for You to belong, grow and make a difference.
Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other category protected by applicable laws. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.
Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.
Important information :
The salary range listed is the lowest to highest pay scale we, in good faith, believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the pay range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.
No amount of pay is considered to be wages or compensation until it is earned, vested, and determinable. The amount and availability of any bonus, commission, or other form of compensation allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.
If you require reasonable accommodation during the application process, please click here .
IHG does not accept applications, inquiries, or unsolicited CVs/resumes from staffing or recruiting agencies. Please click here for our agency policy.
If you are a resident of or applying to a job opening in the State of Washington, please click here to read about applicable benefits.
At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. We firmly believe that all our colleagues deserve to be treated equally and have the same opportunities to develop and grow their skills within our business and provide equal employment opportunities to all applicants and colleagues without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.
