Director Market & Partnerships - South East Asia

Job Description

About the Role
As the Director of Market & Partnerships for the SEA region (Vietnam, Thailand, Philippines), you will play a pivotal role in driving the growth, market penetration, and commercial success of the ALL Accor+ Explorer loyalty subscription programme.
This high-impact regional leadership role has two critical areas of focus: Strategic Partnerships and Regional/Hotel Relations. The primary role is revenue driven partnerships, you will lead the growth of high-value enterprise partnerships by identifying new opportunities, developing compelling business proposals, and securing strategic relationships to accelerate member acquisition across the region. In the complimentary role you will forge strong, influential relationships with Accor hotels to drive direct loyalty revenue to our properties and enhance member engagement in these key markets. 

What you'll do:

• Enterprise & Strategic Partnership Growth: Define and execute the B2B engagement strategy to secure high-value recurring enterprise and corporate partnerships revenue. Lead end-to-end negotiations, build complex commercial business cases, and finalize regional embedded and distributed multi-year subscription programme sales agreements to drive material member acquisition.
• B2B Bulk Sales: Deliver membership sales volumes by driving bulk membership sales to SME/SMB, major corporations, and industry associations markets through B2B platform sales, while empowering and engaging key hotel networks to replicate this success locally.
• Hotel Relations Leadership: Serve as the primary, senior-level commercial liaison for the Accor Regional Commercial and Operational leadership teams and our key regional hotels. Partner closely with General Managers, hotel commercial leaders, and property teams to maximize subscription programme integration and drive direct loyalty revenue to the properties.
• Regional Market Insights & Offer Design: Partner closely with Accor Plus Growth, Customer, and Operations teams to shape performance, product development, and pricing strategies. Infuse deep market insights from Vietnam, Thailand, and the Philippines to design highly compelling offerings.
• Brand, Loyalty & Compliance Representation: Represent the subscription brand at key regional workshops, roadshows, and executive meetings. Ensure all local partnerships and hotel programs strictly align with Accor’s brand standards, compliance policies, and global loyalty guidelines.
• Performance & Growth Management: Monitor and analyze partnership subscription sales performance, regional and key hotel performance, and competitor activity. Identify and instigate proactive interventions to improve direct hotel revenue and loyalty performance.

What you'll bring:

• Partnership & Commercial Expertise: 8+ years of experience in business development, strategic partnerships, corporate sales, or hotel commercial relations, ideally within the hospitality, tourism, or premium subscription sectors.
• Deal Negotiation & Structuring: Proven track record of identifying, negotiating, and successfully closing Tier 1 corporate partnerships, including drafting business cases and structuring optimal offer packages.
• Hotel or Franchise Ecosystem Familiarity: Solid understanding of Hotel or Franchise commercial operations, and the ability to influence and build credibility with General Managers and property leadership.
• Regional Market Experience: Practical experience managing partnerships or hotel portfolios in Southeast Asia, with a strong emphasis on Vietnam, Thailand, and the Philippines.
• Bilingual Communication Skills: Fluent English (both written and verbal) and Thai and/or Vietnamese are required to effectively negotiate and engage with diverse local and regional stakeholders.
• Analytical Decision-Making: Strong ability to analyze complex sales and pricing data, translating trends into structured summaries and strategic action plans.

Qualifications

• Bachelor's or Master's degree in Business, Marketing, Hospitality, or related field
• 8+ years’ experience Commercial, Partnerships, or Hospitality Management

Why You'll Love Us

• Hands-on role with real day-to-day impact across a global hospitality brand
• Supportive, results-driven team environment 
• Hybrid working with 3 days in the office and 2 days WFH
• Staff discounts at our hotels worldwide

At Accor, we believe in creating meaningful experiences and vibrant workplaces where people feel welcome and valued. As one of the world's leading hospitality groups, Accor is home to over 5,000 properties across 110 countries, united by a shared commitment to excellence, innovation, and our signature Heartist culture.

Qualifications

Additional Information