Global Sales Manager - Corporate

Job Purpose:

To develop global revenue and market share / penetration of the Key Accounts he/ she is in charge of by:

• Building effective long term relationships through a customer centric approach
• Leveraging the capabilities of the global network to implement the account strategy worldwide
• Federating key internal contributors and external players 
• Developing a high level of expertise recognized by the client to bring differentiating service value

Job overview:

The Sales Manager is managing a portfolio of corporate Accounts identified as Key and Business Development International Clients, with whom he / she is in charge of developing partnership and business opportunities.

• On a Global scale (meaning acting at corporate level and in all geographic regions that are key in terms of destination and decision centers)
• On a mid to long term perspective ( 3 to 5 years)

His/ Her role is to

• Secure and strengthen the existing business relationship
• Qualify the client’s needs, expectations and directions to define the value proposition to be delivered, and the partnership possibilities
• Define and drive a clear account strategy to improve the presence of Accor & revenue  at global & regional level
• Develop close relationships with key decision makers to increase the weight / position of Accor
• Lobby with & animate third parties that are working with his/her Client(s) on Travel
• Implement the strategy of the account at global level
• Federate and animate contributors to ensure objectives achievement at global level
• Monitor revenue vs. objectives and take necessary actions

He/ She also plays a contributor role on a defined list of Strategic or Key accounts.

Main responsibilities:

Partnerships & Business developer

The Sales Manager is the client central point of contact. He is the corporate representative of Accor

• Bringing differentiating value by providing insights, market expertise and innovative solutions on hospitality services through active watch of the business global trends
• In charge of developing / strengthening a real business partnership with this client
• In charge of ensuring a proper delivery of the engagements agreed with the customer

The Sales Manager is responsible for increasing the presence of Accor in all relevant parts of the Client organization

• Developing close relationships with key decision makers
• Meeting with the Client decision makers in the key geographic areas
• Presenting the value proposition of Accor, strategic directions and the actions planned to enforce  the business partnership

He/ She is also in charge of developing relationships with the Client third parties ecosystem to influence positively the position of Accor (with this Client).

• TMC, consultant, travel agency, RFP and online booking tool providers, and other players related to travel management (airlines, car rental)

Account strategy & global coordinator

The Sales Manager is in charge of carrying the account strategy

• In its definition
• In its implementation

He / She is the Account Leader, working with a team of contributors located in the Customer key areas (in terms of decision centers and destinations) in order to:

• Secure and strengthen the existing business relationship

• Develop Account penetration and detect new business opportunities (by intensifying contact and creating leverages)
• Implement the terms of the agreement signed with the client

In that perspective, he / she is responsible to:

• Define the mid- term development & action plan, using the methodology & processes of Accor
• Engage and drive key contributors towards the objectives, implementing the strategic & tactical plans

This role has an important transversal management dimension, requiring

• To identify key contributors to be involved
• To engage and coordinate them through internal meetings and business reviews
• To closely collaborate with other players involved in the customer experience: operations / hotel managers, revenue management, distribution, booking etc.
• To communicate to all of them all necessary information related to the Client context

The Sales Manager is responsible for the economic results of his / her account (achievement of objectives).

• Based on the forecast and objectives agreed with his / her superior, the Sales Manager is in charge of monitoring the economic performance of the account, and to take the actions necessary to reach these objectives.

He / She is in charge of developing a long term profitable relationships with this client, which implies:

• Being able to define the right commercial strategy  (in line with target revenue and margin)
• Defining a business proposal aligned with the client needs and expectations

He / She identifies and defines the best possible pre RFP strategy, ensuring a comprehensive knowledge about the real motivation and the key players in the expected tender process

He / She is in charge of engaging all needed internal and external players to :

• Ensure a successful submission of the value proposition of Accor during the RFI and RFP phases.
• Ensure selection and deal closings

He / She is in charge of leading negotiations supported by key contributors

1. SALES SKILLS: 45%

1. ANALYTICAL SKILLS:  15%

1. PEOPLE SKILLS:15%

1. COMMUNICATION SKILLS: 15%

1. FISCAL SKILLS:  10%

Educational Background: Bachelor degree or equivalent 

Professional competencies

Major ones

• Sales experience working on a hotel team, National or Global Team
• International experience
• Ability to address  & sell at B-Level (including within Accor)
• Ability to analyze its full client business environment
• Experience in handling contract negotiations

Others

• Understanding of  business environment  and stakeholders
• Ability to streamline complex sales processes

Required skills:

Major ones

• Leadership skills to mobilize, coordinate and ensure commitment of non-related contributors
• Very high level of English (both written and spoken) used as daily business language
• Excellent communication and presentation skills
• Excellent  interpersonal relationships
• Creative problem solving

Others

• Analytical skills : at ease with numbers, market intelligence, economic & financial reports

• Ability to manage in a project mode : organize, structure and monitor internal and external contributors
• Organizational skills

Personal qualities:

Major ones

• Client minded
• Influencer
• Empathy
• High achiever
• Sales oriented personality
• Proactive
• Rapid learner

Others

• Curiosity
• Flexibility
• Opportunistic
• Enthusiastic

Pre requisites:

• Knowledgeable in revenue management, distribution channels
• Good level of practice with office software tools, such as Microsoft office applications: excel, powerpoint, word…

Mobility:

This job requires international travel and participation to events (up to 25- 30% of the time)