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

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

• 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)