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Job DescriptionThe Leisure Key Account Manager is responsible for driving sustainable growth and developing business from a designated portfolio of clients within the B2B Leisure segment, in strict alignment with the Leisure Distribution Strategy. Working alongside the Senior Director of Sales, you will implement strategic action plans and serve as a vital link between key partners within indirect distribution, hotel operations, and various Accor Business Units. By fostering close cross-functional collaboration, you will execute commercial initiatives, protect rate integrity, and maximize revenue opportunities across your assigned portfolio.
- Commercial Negotiations & Account Management across Indirect Distribution B2B Partners
- Systems & Data Management
- Analytical Insights: Utilize data analytics to track portfolio performance, identify trends, and drive commercial decisions.
- Contracting & Marketing: Negotiate commercial agreements and develop impactful joint marketing plans on a regular basis.
- Performance Reviews: Lead regular business reviews (QBRs) and monitor KPIs to keep partners and stakeholders aligned.
- Relationship Building: Build strong relationships with key B2B decision-makers to grow Accor's market share and strengthen its commercial position across a targeted portfolio.
- Stakeholder Alignment & Events
- Cross-Functional Collaboration: Partner closely with Head Office and Global Business Units to execute local account plans.
- Brand Advocacy & Network Support
- Ambassador Role: Act as a key ambassador for the Global Leisure Team, representing Accor both internally and externally.
- Network & Openings: Promote the global Accor hotel network and support new hotel openings through coordinated sales and marketing initiatives.
- Event Representation: Prepare materials for global leisure meetings and actively represent Accor at major industry exhibitions and events.
- Internal Tools: Manage accounts and daily business activities using Accor's proprietary platforms, including ANAIS.
- Education: Degree-level qualification with a strong background in Hospitality Sales or Revenue Management.
- Experience: Experience across the Wholesale & OTA B2B space and a strong understanding of tour operations.
- Contract Negotiation: Proven experience negotiating complex, global, and multicultural B2B contracts.
- Relationship Management: Ability to build strong relationships with local hotel teams, regional divisions, and external partners.
- Commercial Drive: Results-driven with strong communication, presentation, and closing skills.
- Market Knowledge: Good understanding of global destinations and the leisure distribution market.
- Languages & Mobility: Fluency in English and a second business-relevant language, with the flexibility to travel.
- B2B Leisure Experience: Minimum 3 years of experience in B2B Leisure Sales with an established network of leisure industry contacts.
- Account Management: Proven track record working alongside a Director of Sales (DOS) and above to manage and grow strategic accounts.
- Commercial & Technical Acumen: Strong analytical mindset with multidisciplinary knowledge across negotiation, contract legalities, and distribution connectivity.
- Relationship Builder: High-conviction professional with a strong team spirit and the ability to build deep, trust-based partner relationships.
- Communication: Fluency in both English and French (written and spoken).
Skills Required
- Degree-level qualification with a strong background in hospitality sales or revenue management
- Experience in wholesale and OTA B2B environments, with strong understanding of tour operations
- Proven experience negotiating complex, global, and multicultural B2B contracts
- Ability to build relationships with local hotel teams, regional divisions, and external partners
- Strong communication, presentation, closing, and commercial skills
- Good understanding of global destinations and the leisure distribution market
- Fluency in English and French, written and spoken
- Flexibility to travel
- At least 3 years of B2B leisure sales experience with an established leisure industry network
- Experience managing and growing strategic accounts alongside a Director of Sales or above
- Strong analytical mindset and multidisciplinary knowledge of negotiation, contract legalities, and distribution connectivity
- Ability to build deep, trust-based partner relationships and work effectively in a team
What We Do
We are Accor We are more than 290,000 hospitality experts placing people at the heart of what we do, creating emotion for our guests, and nurturing passion for service and achievement beyond limits. Building on the strength of our teams and of our fully integrated ecosystem of leading brands, personalized services & expert solutions, we break new ground to reimagine hospitality and inspire new ways to experience the world. We are dedicated to suit all desires and needs, and reinvent the guest experience every day with our 45 hotel brands across all segments- 5,600 properties around the world from luxury five-star palaces to smart economy hotels, exquisite residences to full-service resorts. Because we take care of millions of guests and each of our hotels is a world in itself, where every action counts. We strive to make positive impact both locally and globally, to ensure hospitality benefits not only the few, but all.
