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Director, Global Accounts

4 months ago

Old Toronto, Canada Accor Full time
Company Description

We are worldwide Augmented Hospitality leaders, the best at what we do. Heartists is what we call ourselves, generous, passionate, attentive and free, whether we are welcoming guests, connecting with our peers or serving others.

Our entire Accor estate expands across the world. With over 300,000 experts committed to rejuvenating the hospitality experience we pride ourselves in being the employer of choice, so live limitlessly, come as you are, grow with us, work with purpose and explore the endless opportunities in store.

Job Description

This position is responsible for the growth of our key account base in Canada, by developing both existing and new accounts to increase market share and revenue in this critical market by:
  • Building effective long-term relationships through a customer-centric approach
  • Leveraging Accor's global network capabilities to implement the account strategy worldwide
  • Federating key internal contributors and external players
  • Developing a high level of expertise recognized by the client to bring differentiating service value
  • Being fluent in Accor sales methodology as outlined, with the ability to use these skills with internal and external customers to bring positive outcomes
  • Generating agreed-upon room night revenue as outlined in the annual goals
Main responsibilities:

Partnerships and business development

Responsible for:
  • Developing close relationships with key decision-makers to increase Accor's weight/position
  • Qualifying client needs, expectations, and directions to define the value proposition and ensure proper delivery of agreements
  • Keeping abreast of global business trends and bringing differentiating value by providing insights, market expertise, and innovative solutions
  • Developing relationships and animating the account's third-party network to positively influence Accor's position across market segments
  • Responding to incoming client inquiries through web and direct channels
Account strategy & global coordination

In charge of:
  • Defining and implementing a clear account strategy to improve the presence and revenue of Accor at a global & regional level
  • Playing a role in negotiations as required
  • Developing account penetration and identifying new business opportunities
  • Developing business plans and defining actions using Accor's methodology & processes
  • Ensuring selection and deal closings
  • Mobilizing and driving critical contributors involved in the customer's experience: operations/hotel managers, revenue management, distribution, booking, etc.
Results and objectives achievement
  • Based on forecast and objectives, the Director, Global Accounts - Meetings and Incentives is charged with monitoring the economic performance of the accounts and taking the actions necessary to reach these objectives.
Qualifications
  • Minimum of 5 years of global or property sales and management experience
  • Ability to analyze its complete client business environment to lead a 360° strategic approach when applicable
  • Meetings and Incentives expert (Strong Meetings & Incentives business knowledge)
  • Experience in handling complex commercial and contract negotiations
  • Knowledgeable in revenue management and distribution channels
  • Obvious understanding of the business environment and stakeholders
  • Ability to streamline complex sales processes
  • Strong leadership skills to mobilize, coordinate, and ensure the commitment of non-related contributors
  • Very high level of English (both written and spoken)
  • Excellent communication and presentation skills
  • Excellent interpersonal relationships
  • Creative problem solving
Additional Information

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

Why work for Accor?

We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor's limitless possibilities.

By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality. Discover the life that awaits you at Accor, visit

Do what you love, care for the world, dare to challenge the status quo #BELIMITLESS

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