Senior Director OTA Account Management & Business Development F/H/X
About this role
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)
Company at a glance
Located in the heart of each destination we call home, a stay at any Fairmont hotel is truly unforgettable. Known for grand and awe-inspiring properties and thoughtful and engaging colleagues who aim to make each and every stay a cherished and memorable experience, we have been the stage for some of the most significant moments in global history.
As a part of ALL - the Accor Live Limitless Lifestyle Loyalty Program, with 90 exceptional addresses in 32 countries, we are as favored by world leaders and business travelers as we are by families and those with a penchant for luxurious travels.
Fairmont Hotels stand at the intersection of elegance and culture, where significant occasions are honored and pivotal global events unfold. Wherever we are situated, our hotels become the cultural and social heart of the community; so immersed in local traditions and so deeply connected to our surroundings, Fairmont Hotels are seen as an essential part of their respective destinations.
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