Country Dos Corporate & Mice

The Director of Sales is responsible for driving top line revenue, loyalty and market share to meet or exceed goals covering mainly Corporate & MICE Segment (Business Travel, M&E, TMC, Aircrew).

In addition, he will be assigned goals to foster new business development, drive loyalty and other sales programs including but not limited to Meeting Planner and AHBO.

The Director of Sales is expected to maintain close contact with Customers and Hotels and act as the Director of Sales will be expected to maintain up-to-date Account Plans with annual strategies and goals to drive revenue, share and loyalty from each designated account to our Portfolio of hotels.

She / He will report to the Country Director of Sales & Marketing.

Job Description

• Account Management
• Prepare Strategic Business and Account Plans for each designated account with clearly articulated strategies to drive revenue, share and loyalty from designated Account to Hotels.
• Lead the annual RFI/RFP solicitation process for Business Travel, Airline and identify new opportunities to add new hotels into the Hotel program list or consolidate share.
• Provide coaching, advice and feedback to hotels on designated accounts by preparing up to date and comprehensive Account Plans to share with hotels as required.
• Work in collaboration with colleagues on all global Key and Strategic accounts to contribute to objectives of each account.
• Develop deep, loyal and productive relationships with designated accounts and contacts responsible for selecting Hotels into Business Travel Programs, selecting MICE venues and other partnership opportunities.
• Maintain up to date activities and traces in ANAIS to cover M&E business opportunities and undertake weekly follow to chase and close M&E business opportunities.
• Handle direct sales inquiries, clients queries and rates inquiries.
• Actively participate in industry bodies and organizations like Convention and Visitors Bureau tourism and government entities with the aim of progressing Accor’s standing within the industry and to forge partnerships with key contacts that can be leveraged to secure business opportunities for our hotels.
• Build strong relationships with airline partners and develop a deep understanding of their needs and preferences.

Collaborate with revenue management teams to optimize pricing and inventory management for airline business.

Report & Documentation

• Maintain accurate and timely account activities and relevant contact information in ANAIS as per established standards.
• Develop and complete activity plans, including plans in coordination with other sales offices in the Southeast Asia, Japan and South Korea region.
• Create contracts in accordance with Accor standards and rules.
• Ensure the proper reporting in Anais and relevant Accor tools.
• Organization and participate in local Sales events, including Accor Showcase and Sales Missions.

Drive ALL, AHBO and ALL Meeting Planner sign ups by incorporating into activity plans.

Other Responsibilities

• Keep up to date on key travel trends within the industry. Understand the competitive landscape and to maintain leadership position given market and economic changes. Adjust sales plan and strategies accordingly.
• Attendance at Trade Shows, sales trips, familiarization trips and seminars as required for maximizing business.
• Occasional travel within the region, or worldwide, as required.
• Work closely with all members of the MEAPAC and colleagues from other Accor offices and hotels worldwide.
• Other tasks, duties and responsibilities as assigned from time to time by Director TBA or designate.

KEY INTERACTIONS

Internally

• Country Director of Sales & Marketing
• Corporate & MICE sales team
• Accor Global Sales team
• MEAPAC regional Team

Externally

• Head of Procurement
• Corporations
• Program Managers / Account Directors / Meeting Planners
• Government, Statutory Boards, Embassies and Ministries
• Multi Segment Customers across corporate, MICE and potentially Leisure Segment

Communication

• Excellent interpersonal skills with key stakeholders (Eg, Commercial Director, General Managers, DOSMs and Clients etc).
• Speak fluently French and English.

Key Decision

• Able to think and successfully make right business decisions independently.
• Managing confidential information professionally.

Qualifications

Master Degree.

Business Management, Tourism or Hotel Management Preferred but not essential.

5 years’ experience in the hotel industry with a sound understanding of Hotel operations, sales, marketing and distribution ecosystem.

Additional Information

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.