Accor Sales & Distribution is at the heart of Accor Group’s growth strategy. Our teams drive revenue growth, strengthen strategic partnerships, and create new business opportunities across a portfolio of more than 5,700 hotels in over 110 countries.
By working closely with our hotels, clients, and partners, we develop innovative solutions that maximize commercial performance and enhance the guest experience.
Accor Sales & Distribution offers careers where success is built above all on people, customer relationships, and teamwork.
Job Description
The mission of the Senior Director OTA Account Management & Business Development is to design & implement the Accor distribution Strategy toward OTAs. The objective is to farm strategic & key OTAs, while growing new partnerships to develop topline for Accor properties.
Management of OTA KAM & SAM
- Negotiate commercial & legal clauses
- Regular follow-up of the KPIs to challenge stakeholder
- Work closely with the hubs/divisions in their local account management
- Negotiate strong and relevant marketing plans with the objective to increase Accor awareness
- Organize regular quarterly business review with Sales & technical teams
- Management of the team members: feedback, development, tool, engagement.
Distribution Strategy
- Global strategy definition & implementation
- Regular meeting with Web Direct/Loyalty team/RM s to co-design action plans
- Identify new sources of revenues or potential partnerships (loyalty, earn & burn, etc…)
- Contribute to requests from strategy team to build lobbying action plans
- Alignment of different stakeholders from different business unit
360° expertise
- Build business case for technology evolution
- Project management on technology-related improvements with digital experts
- Regular meetings with legal department (existing and new partners contracting, lobbying, tax management)
- Provide feedback on performance toward sales performance & BI teams
- Conduct transversal project with loyalty and web direct teams
- Master degree
- Past experience showing an expertise on Online Travel Agencies & technology related to travel Industry
- Past experience in negotiating global, multi-interlocutor and multi-cultural contracts
- Relevant E-Commerce, Sales or Revenue Management expertise with experience in building strong relationship with local teams and online partners
- Manage a portfolio of strategic accounts
- Strong analytical skills and mindset
- Fluent in English
- Have a strong team spirit
- Ability to federate internally with the different department
- High Conviction approach
- Ability to establish a strong partnership relationship with customers
- Leadership
- Embody the group's values
- Multi topic knowledge and interest (negotiation, commercial, legal, connectivity)
Skills Required
- Master degree
- Expertise with Online Travel Agencies and travel-related technology
- Experience negotiating global, multi-interlocutor, multi-cultural contracts
- Relevant E-Commerce, Sales or Revenue Management experience
- Experience managing a portfolio of strategic accounts
- Strong analytical skills and mindset
- Fluent in English
- Strong team spirit and leadership
- Ability to federate and align different departments internally
- Ability to establish and maintain strong partnership relationships with customers
- High conviction approach and embodiment of company values
- Multi-topic knowledge and interest (negotiation, commercial, legal, connectivity)
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.
