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5281 vacancies


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Job Offer - KEY ACCOUNT MANAGER – MICE and TMC - Accor GESTION MAROC - Accor Jobs

Accor

15/05/2019

KEY ACCOUNT MANAGER – MICE and TMC

Job Reference 495561 Profession Sales - Distribution | Sales Manager (m/f)

Hotel or Entity Accor GESTION MAROC

City
CASABLANCA
State
North Morocco
Region/Country
Morocco 
Nous sommes bien plus qu’un leader mondial. Nous sommes 280 000 femmes et hommes qui plaçons l’humain au cœur de toutes nos activités, et nous sommes animés par une passion immodérée pour le service et un goût du dépassement. Rejoindre Accor, c’est embarquer dans une aventure humaine unique pour inventer l’hospitalité de demain. Pour nous rejoindre, allez sur : https://careers.accor.com

Contract

Job Level Job
Fixed-term contract: No
Status Full Time
Anticipated Start Date 17-06-2019

Contact

Kenza BENKIRANE
kenza.benkirane@accor.com
00212522977800

Skills

Level of Education
Master / MBA
Areas of study
Sales
Professional experiences
6 to 10 years
Languages essential
French
English

Essential and optional requirements

  • Excel
  • Power Point
  • Word

Key tasks

What is this role all about?

• To increase the volume of MICE and TMCs related revenue from your designated accounts though the implementation of Account Management practices and the development of mutually beneficial partnerships for Strategic, Key and National Accounts
• To leverage and drive performance from those accounts where a “preferred relationship” agreement is in place with Accor
• To identify new business opportunities with existing and new clients through a process of identification and research on the account requirements, and subsequent fit with Accor
• To lead the development of knowledge and implementation of best practice in hotels for the MICE and TMCs segment
• To fully utilize the tools and processes made available by Accor to assist in the management of designated accounts and lead generation, including ANAIS
• Drive performance of this segment to meet the individual hotel targets and this segments overall revenue delivery for the budgeted period
• To collaborate with the National Sales and DOS in the Hotel in the development of the strategic plans for the segment
• Strive to deliver above market performance for your allocated segment, further enhancing Accor’s market share
Key Relationships
To build success in this role you will be required to develop and nurture key relationships both within Accor and with external parties.

Key internal relationships would include:
VP’s of Operations
General Managers
Talent and Culture
Directors of Sales and Marketing at hotel level
National Sales
Director of Global Sales
Regional Directors of Hotel Sales and Strategy
VP Global Sales
VP Revenue Management
Business Support Team
Global Account Directors / Team

Key external relationships would be with:
Clients
Agencies
Industry Bodies

Who does it report to?
• This role reports to the Director Global Sales

Who reports to me?
• You have no direct reports however you do have responsibility for providing direction to the Business Support Team

What does this look like on a daily basis?

Leading the Business
Strategic Thinking and Analysis
• Develop both short and long range plans for your designated account portfolio, in consultation with the account, to deliver on budgeted revenue expectations
• Identify new business opportunities from existing and selected new business accounts
• Develop an Action Plan that enables pro-active interaction between hotels and the account
• Act decisively and with purpose, applying a forward thinking, strategic approach. Consider the financial impact on all Accor for all activities and commitment
• Undertake an annual review process with each account, to enable the building of future Account Strategy and Plans (including quarterly review)
• Collaborate with Marketing, Sales, Loyalty and Distribution colleagues to fully identify new revenue streams within an account
• Ensure that all additional opportunities are fully realized, subject to expense budgets
Business Improvement and Planning
• Develop and implement a communication strategy to hotels, to ensure that relevant hotels have the required information and insight to deliver on account expectations
• Design and implement action plans for major clients and allocate tasks to hotels and regional/property sales personnel as required
• Seek feedback from hotels and accounts and identify areas for improvement
• Collaborate and liaise with General Managers and Hotel DOSM’s to gain support for new initiatives
• Ensure that productivity reviews are completed with every account as determined by the account service level agreements, re-forecasts are completed, remedial activity is implemented and hotels are updated via ANAIS
• In conjunction with your Manager, develop an annual plan for this segment with relevant expenses and proposed outcomes
• Understand and implement new ACCOR Tools, Programs or Booking Systems that support lower cost of sales for hotels and increased efficiency for the client
• Ensure that Le Club Accor Hotels Meeting Planner Program is being leveraged by hotels and that this is a key selling point within your accounts

Business Awareness
• Through a dedicated account management plan for each account, identify and secure future new business opportunities
• Ensure that all activity undertaken with each account is logged in ANAIS
• Ensure that actual room nights and revenue is logged correctly by hotels against each account to enable system generated reporting to track performance against targets
• Participate in the pricing, commission and rate strategy discussion for this segment and make recommendations based on market knowledge
• Through superior sales skills and knowledge, influence and persuade the client to use Accor in order to grow market share
Guest Orientation
• Update and share any best practice recommendations as and when required. Monitor implementation at hotels
• Provide client feedback to hotels as part of further enhancing the guest experience in hotels
Leading Others
Communication
• In conjunction with your Manager develop an annual communication strategy for this segment, to ensure engagement from hotels and delivery on guest expectations
• Collaborate with Global Sales, National Sales, VP Operations, HDOSM’s and General Managers to garner support and buy-in to this segment
• Provide information to hotels in a timely manner
Leading the Team
• Be seen as the subject matter expert for this segment and willingly share your knowledge and expertise
• Develop a network of hotel based colleagues to support you with identifying new business opportunities across all locations and to be the MICE and TMCs expert
Managing the Team
• Actively participate in and run cross training opportunities
• Actively participate in National/Hotel Sales initiatives
Developing the Team
• When in market ensure that relevant hotels are involved in client presentations, when appropriate
• Actively look for opportunity to share your knowledge and expertise with hotel and national sales colleagues

Leading Self
Positive Orientation
• Conduct yourself in a professional manner at all times
• Speak with confidence about the Accor Brands
• Align the relevant Accor Brands with the right client
Self-Development & Self-Management
• Maintain an active Personal Development Plan that leverages your strengths and builds capability in areas for development
• Actively participate in one on one conversations with your Manager, seek feedback and action requests
• Adhere to the Department Budget through the Purchase Order System and Inventory Controls
• Ensure that expenses are managed in line with Accor company policy
Problem Solving & Decision Making
• Act decisively and with purpose, ensuring that all information has been considered
• Seek input from key stakeholders prior to making decisions
• Ensure that any major decisions are fully supported by a Business Case