Account Director - National Sales Office

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Accor Hotels, a global leader in hospitality, is seeking a dynamic and results-driven Account Director of National Sales to lead and oversee the national sales strategy for our expansive portfolio of hotels. This position will play a critical role in driving revenue, fostering strategic partnerships, and strengthening relationships with national accounts across diverse industries. As the Account Director, you will work closely with senior leadership to ensure that sales goals are achieved while maintaining the high standard of service that Accor Hotels is known for.

Primary Responsibilities

• National Sales Strategy Development:
  Lead the creation and execution of a comprehensive national sales strategy for corporate, leisure, group, and event accounts across Accor's portfolio of hotels, ensuring alignment with the broader organizational goals.
• Account Management:
  Build and maintain strong relationships with key national accounts, including large corporations, travel agencies, consortia, and event planners. Serve as the primary point of contact and lead negotiations, contracts, and relationship management for these accounts.
• Revenue Growth:
  Drive national revenue growth by identifying new business opportunities, upselling services, and expanding existing relationships. Focus on growing market share and optimizing pricing strategies for key accounts.
• Team Leadership & Collaboration:
  Lead a team of sales professionals and work closely with regional sales directors, operations teams, and marketing to align national strategies with local initiatives. Provide mentorship, coaching, and performance feedback to team members.
•  Market Analysis & Reporting:
  Conduct market analysis to identify trends, competitive positioning, and potential growth opportunities. Regularly report on sales performance, forecasts, and KPIs to senior leadership and make data-driven recommendations for improvement.
• Partnership Development:
  Cultivate new business opportunities by forging strategic partnerships within the corporate travel, meeting, and events sectors. Represent Accor Hotels at industry trade shows, conferences, and events to expand the company's reach.
• Contract Negotiation & Close:
  Manage and negotiate contracts with national accounts, ensuring favorable terms for both the client and Accor Hotels while maintaining profitability. Oversee the contract lifecycle from initial discussions to closing.
• Brand Ambassador:
  Act as an ambassador for the Accor brand, promoting its values and unique offerings in all interactions with national accounts. Maintain high levels of client satisfaction and loyalty.
• Performance  

Achievement of the objectives of the region as outlined in Commercial strategy for self and team member as well.

• Enlist activity report, detailing new business calls, leads and opportunities in the Accor ANAIS tool, Connex conversions.

Financial responsibilities

• Achieving the National Sales budget
• Region RGI
• Proactively control costs by being aware of forecasted business and targeted profitability, whilst maintaining standards.

Customer Service Responsibilities

• Deliver and achieve a level of service quality that consistently meets and preferably exceeds the expectations of clients.
• Attend to operation problems and needs promptly including customer complaints, enquiries and requests, takes a positive problem solving approach.

Other Responsibilities

• Provide efficient, friendly and professional service to all customers (internal and external).
• Meeting Task deadlines and strong follow ups
• Take initiative to ensure that interactions with our customers (internal and external) are positive, professional and productive.
• Take a positive problem solving approach with issues and concerns.
• Embrace the concepts and principles of Heartist.
• Participate in Planet 21 sustainability Actions and activities.
• Attend training programs and meetings to improve skills and knowledge.
• Follow the expectations and guidelines outlined in the Welcome to Accor induction. Do not divulge any corporate information or transactions during or after your employment with the company. Maintain high levels of confidentiality and discretion.
• Actively participate in safe work practices: report accidents promptly, and report health and safety hazards, maintain clean work areas, be compliant with fire/emergency/evacuation actions and report all damaged and broken equipment.

Main Complexity/Critical issues in the Job

• Ability to collaborate with GM’s, DOSM’s, Global and National Sales team
• Achievement of Corporate & M&E Segment Revenue Targets for India & South Asia  hotels as finalized during Budgeting
• Acquiring, Retaining and developing new accounts for ACCOR
• Negotiate the most profitable rate for hotels
• Accor representation in Trade Shows and partnership
• Managing profitability throughout the sale and account management process ensuring integrity and sustainable relationships within the communication process.
• Identifying and minimizing risk within negotiations.
• Accuracy within calculations, content of proposals and documents and product offerings to meet high performance client requirements.
• Effective communication internally and externally at all levels.

Knowledge and Experience

• Bachelor Degree in Business Administration (Preferred)
• Minimum of 5 years of relevant experience in the hotel industry
• Strong user knowledge of Microsoft Office Suite
• Knowledge of Salesforce tool Cvents & Connex

Competencies

• Strong leadership and team management skills.
• Exceptional communication, negotiation, and presentation skills.
• Ability to analyse market data and adjust strategies accordingly.
• Deep understanding of the hospitality industry, market trends, and competitive landscape.
• Strong financial acumen and ability to work within budget constraints.
• Proficient in CRM software, sales tools, and Microsoft Office Suite. Good interpersonal skills with ability to communicate with all levels of employees
• Serviced/customer oriented with an eye for details
• Multicultural awareness and able to work with people from diverse cultures
• Flexible and able to embrace and respond to change effectively
• Ability to work independently and has good initiative under dynamic environment
• Self-motivated and energetic

• Great benefits - worldwide accommodation and food & beverage discounts from you first day, Chadstone shopping centre discounts (at selected stores), free nights’ accommodation on your anniversary with Accor, free & confidential employee assistance program, discounted health insurance
• Industry-leading training and development opportunities with Accor Academy
• Be part of a dynamic hotel environment with a supportive and fun team