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Accor

Global hotel management, franchising, loyalty programs

Director of Sales - Premium Midscale and Economy

Account ManagementConfirmed live in the last 24 hours
Full-timeGurugram, Haryana, IndiaNo salary listedIn-person

About the Job

Requirements

  • A bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field is required.
  • An MBA or equivalent postgraduate qualification is preferred.
  • 18–20 years of hospitality commercial experience are required.
  • Proven multi-property or regional leadership experience within international hotel brands is required.
  • Strong understanding of luxury, premium, and lifestyle segments is required.
  • Extensive knowledge of the Indian hospitality market is required.
  • Demonstrated success in sales leadership, key account management, and distribution strategy is required.
  • Experience managing online travel agency relationships, global distribution system channels, and digital distribution ecosystems is required.
  • Strong financial and analytical capabilities are required.

Responsibilities

  • Define and execute the national Sales and Distribution strategy for Accor hotels across India.
  • Deliver top-line revenue growth and increase market share across all business segments.
  • Develop annual business plans, budgets, forecasts, and commercial priorities.
  • Drive profitable growth while balancing distribution costs and channel efficiency.
  • Align commercial initiatives with Accor's regional and global strategies.
  • Lead and develop the India Sales organization.
  • Establish performance metrics and ensure achievement of commercial objectives.
  • Foster a culture of collaboration, accountability, innovation, and customer-centricity.
  • Coach and develop future commercial leaders through effective succession planning.
  • Build and strengthen relationships with key corporate accounts, multinational companies, travel management companies, consortium partners, and strategic industry stakeholders.
  • Expand engagement with luxury travel advisors, Meetings, Incentives, Conferences and Events planners, government institutions, and diplomatic organizations.
  • Partner with Global Sales and Regional Sales Offices to maximize international business opportunities.
  • Represent Accor at key industry events, customer forums, and trade exhibitions.
  • Develop and execute Accor India's distribution strategy across all commercial channels.
  • Optimize channel mix to maximize direct revenue contribution and profitability.
  • Drive growth through brand websites and mobile applications, Global Distribution Systems, Online Travel Agencies, wholesalers and business-to-business platforms, and emerging digital distribution channels.
  • Ensure rate parity, inventory integrity, and channel profitability.
  • Manage relationships with strategic distribution partners and technology providers.
  • Develop and grow business across Corporate Transient; Meetings, Incentives, Conferences and Events; Leisure and FIT; Luxury and Lifestyle Travel; Government and Diplomatic; Airline and Crew; Sports and Entertainment; Long Stay and Extended Stay; and Wholesale and Tour Operations.
  • Partner closely with Revenue Management, Marketing and Digital, Loyalty and Customer Relationship Management, Operations, Finance, and Regional and Global Commercial Teams to deliver an integrated commercial strategy that maximizes occupancy, average daily rate, revenue per available room, market share, and overall hotel performance.
  • Monitor competitive trends, demand patterns, and market dynamics.
  • Analyze key performance indicators, including revenue growth, market share, revenue per available room index, direct channel contribution, distribution costs, and account productivity.
  • Leverage data and analytics to identify opportunities and support strategic decision-making.
  • Present commercial performance and strategic recommendations to senior leadership and hotel owners.
  • Build strong relationships with hotel owners, asset managers, and strategic partners.
  • Support hotel openings, conversions, and transitions.
  • Ensure commercial strategies align with owner expectations and Accor brand standards.
  • Inspire and lead high-performing commercial teams across the region.
  • Promote a culture of innovation, collaboration, and continuous improvement.
  • Develop talent through coaching, mentoring, and succession planning.
  • Champion diversity, equity, inclusion, and employee engagement.
  • Lead commercial transformation and change management initiatives.

About the Company

Accor

Global hotel management, franchising, loyalty programs

Accor operates a global portfolio of hotel brands spanning economy to luxury, providing hotel management and franchising services in the travel and tourism sector. Its revenue comes from room bookings, food and beverage services, and management fees earned from franchised properties. The company runs a loyalty program called A Club to boost guest retention and engagement. Growth is aided by strategic acquisitions, such as Adoria for corporate catering solutions and a stake in Squarebreak for upscale villa rentals. Accor pairs global expertise with local knowledge to deliver consistent hospitality experiences at scale, while pursuing sustainability and positive impact on guests, communities, and the environment. The overall goal is to offer reliable, high-quality experiences across markets and to grow responsibly through responsible expansion and sustainable practices.

Company size
10,001+
Company stage
IPO
Headquarters
Issy-les-Moulineaux, France
Founded
1967

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