Senior Director OTA Account Management & Business Development F/H/X

Company Description

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

Qualifications

• 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)