Global Director of Sales - Corporate

Job Purpose:

Senior position integral in the success of the Corporate Team by securing BI, Group and Channel sales in support of our Brands.  To develop global revenue and market share / penetration of the Strategic Accounts he/ she is in charge of by:

• Building effective long term relationships through a customer centric approach
• Leveraging Accor global network’s capabilities 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

This position needs to combine analytical skills along with presentation and sales skills in order to demonstrate ability to exceed budget revenue and profit targets for Accor Worldwide.

Job overview:

The Director is managing a portfolio of corporate Accounts identified as Strategic international Clients, with whom he / she is in charge of developing partnership and business opportunities Along with some business development accounts.

• On a Global scale (meaning acting at Client 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 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 Accor presence & revenue  at global & regional level
• Develop close relationships with Client C-Level and key decision makers to increase Accor weight / position
• Lobby with & animate third parties that are working with his/her Client(s) on Travel
• Follow- up the Account’s strategy implementation at global level
• Federate and animate contributors to insure objectives achievement at global level
• Monitor Client 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 Director is the client central point of contact. He is Accor Corporate representative

• 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 insuring a proper delivery of the engagements agreed with the Customer

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

• Developing close relationships with Client C-Level and key people
• Meeting with the Client decision makers in the key geographic areas
• Presenting Accor value proposition, 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 Accor position (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 Director 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’s 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 Accor methodology & processes
• mobilize 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 mobilize and coordinate them through internal meetings and business reviews
• To closely collaborate with other players involved the Customer’s experience: operations / hotel managers, revenue management, distribution, booking etc.
• To communicate to all of them all necessary information related to the Client context

The Director 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 Strategic Account 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
• Negotiating the needed SLA and frame agreements that can be expected to access a Business Partner status.

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 mobilizing all needed internal and external players to :

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

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

1. SALES SKILLS: 50%
2. ANALYTICAL SKILLS:  20%
3. PEOPLE SKILLS:10%
4. COMMUNICATION SKILLS: 10%
5. FISCAL SKILLS:  10%

Educational Background: Bachelor’s degree or equivalent 

Professional competencies

Major ones

• Senior experience in Large Account Management,
• International experience
• Ability to address  & sell at C-Level (including within Accor)
• Ability to analyze its full client business environment to lead a  360°  strategic approach
• Industry or Business Travel expert (Strong corporate & business travel knowledge)
• Experience in handling complex commercial and contract negotiations

Others

• Very clear understanding of  business environment  and stakeholders
• Ability to streamline complex sales processes
• Strong leadership skills to mobilize, coordinate and insure commitment of non-related contributors
• Very high level of English (both written and spoken)
• Excellent communication and presentation skills
• Excellent  interpersonal relationships
• Creative problem solving
• Ability to manage in a project mode : organize, structure and monitor internal and external contributors
• Organizational skills

Personal qualities:

Major ones

• Client minded
• Influencer & convincer : someone who has a lot of drive
• Empathy
• High achiever
• Sales oriented personality
• Proactive
• Rapid learner (able to grasp new ideas and concepts fast)
•  

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)