Sustainability
ABIGAIL CHANG
Interest In Supplier Relations
Summary
Accomplished Account Director offering 10 years of experience developing and maximizing sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in key account management, relationship building and business development.
Overview
10
10
years of professional experience
2
2
Languages
Work History
Account Director, Global Sales
IHG Hotels & Resorts
10.2021 - Current
- 2X Global Sales Elite Winner, 2022 and 2023
- Strategic management of corporate and MICE accounts representing 50% of SEA revenue with 18M portfolio across 39 accounts
- Positioned as 'Trusted Advisor' - managing C-level relationships, create strategic account roadmaps, project plans and lead the QBR process in Singapore, Malaysia, Thailand and Philippines
- Win market share of clients travel allocation by strategically navigating enterprise organization to uncover new use-cases and opportunities
- Mentored junior team members, fostering a collaborative environment that encouraged professional growth
- Built strong rapport with clients through regular check-ins, status updates, and proactive problem-solving approaches
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
Senior Key Account Manager, Regional Sales
IHG Hotels & Resorts
07.2018 - 10.2021
- Strategic Account Management and Business Development for IHG's Corporate Travel business unit (including MICE, Project travel and Specialty-Markets)
- Responsible for overall commercial leadership of our key accounts representing 50% of the SEA revenue.
- Grew the portfolio from 500,000 SGD to 10,000,000+ SGD over a three year period, expanding relationships across the APAC region and globally
- Played a key role in company growth by identifying and pursuing opportunities for expansion into new markets and industries such as Sports, Construction and Entertainment
- Mentored new team members in effective account management techniques, contributing to their professional development
- Developed comprehensive account plans for strategic growth, aligning with overall company objectives
- Promoted from Key Account Manager within a year through outperformance of role
Business Development Manager
IHG Hotels & Resorts
08.2017 - 07.2018
- Sole BD Manager for SEA to identify, qualify and close large enterprise accounts - selling IHG propositions through tailored solutions
- Increased client base in SEA by identifying new business opportunities and cultivating strong relationships with key decision makers.
- Provided innovative ways of positioning IHG to different needs of target businesses in corporate, MICE and airlines
- Responded to complex RFPs by collaborating with commercial teams, hotels and senior stakeholders
- Achieved >100% vs target each year and top-performing sales person in 2016 and 2017.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
Sales Coordinator, Global Sales, South East Asia
IHG Hotels & Resorts
02.2014 - 08.2017
- Support lead role in organizing ATF 2016, IHG Southeast Asia Showcase 2014, 2015, 2016 and 2017 as well as IHG Korea Showcase 2015 and 2016 in terms of communication, planning and actual execution that has generated potential business revenue above USD 1 Million per event
- Taking team leadership of company's CRM to assist team in complete adoption and timely utilization to achieve world class sales
- Work with the IHG AMEA Meeting Centre to provide fulfillment for meeting enquiries and reviewing processes to increase conversion
- Provides sales and administrative support to Internal and External business partners across SEA, tailoring approach and behavior to leverage key differentiators and achieve incremental revenues
- Facilitating tender process, booking arrangements, monthly report completion and submission, system related administration, coordination of sales and promotional activities and events, sales accounting
- Demonstrate teamwork in a multinational & culturally-diversified business environment
Education
BACHELOR OF SCIENCE - HOTEL ADMINISTRATION
UNIVERSITY OF NEVADA LAS VEGAS, SINGAPORE
Skills
Negotiation
Performance Management
Key Account Management
Total Account Management
New Business
Client Success
Lead Management
Cvent
Salesforce
Customer Relationship Management
Websites
Interests
CSR
Travel
Timeline
Account Director, Global Sales
IHG Hotels & Resorts
10.2021 - Current
Senior Key Account Manager, Regional Sales
IHG Hotels & Resorts
07.2018 - 10.2021
Business Development Manager
IHG Hotels & Resorts
08.2017 - 07.2018
Sales Coordinator, Global Sales, South East Asia
IHG Hotels & Resorts
02.2014 - 08.2017
BACHELOR OF SCIENCE - HOTEL ADMINISTRATION
UNIVERSITY OF NEVADA LAS VEGAS, SINGAPORE