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)