Job Description

Government Account Director

As a Government Account Director, this role will be responsible for U.S. Federal and State government transient travel programs, including 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.

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
• 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
• 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
• Exhibit the ability to influence without authority & successfully navigate a highly-matrixed organization
• Encourage & participate in open & honest dialogue amongst account teams, peers & leaders
• Champion interdependency & act as a liaison for Global Sales in cross-functional working groups

Sales & Business Acumen

• 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
• 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
• 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

• Continually practice & improve written, verbal & non-verbal communication skills
• Successfully tailor your message to the audience(s) for maximum impact
• Demonstrate comfort in addressing internal & external stakeholders
• Be adept at empathic listening, probing questions & productive debate
• Seek first to understand, then be understood

Commitment 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
• Embody a naturally curious, entrepreneurial spirit
• Display exceptional time management & organizational skills; foster those same skills amongst your team

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
• Demonstrated experience with a deep understanding working with government customers. Understanding the nuances of government procurement
• Working 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.
• 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.
• 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%

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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