Director of Sales - NSO Mumbai

Position Summary

The Director of Sales – National Sales Office (NSO) is responsible for developing and executing the national sales strategy across Accor's portfolio of hotels to maximize revenue, market share, and long-term business growth. The role focuses on managing key national accounts, driving strategic partnerships, leading high-performing sales teams, and ensuring alignment with regional and hotel commercial objectives.

Key Responsibilities

1. National Sales Strategy

• Develop and implement a comprehensive national sales strategy for Corporate, Leisure, Group, MICE, and Event segments.
• Align national sales initiatives with Accor's overall commercial strategy and business objectives.
• Identify emerging market opportunities and implement proactive sales initiatives to drive sustainable business growth.

2. Key Account Management

• Build, develop, and maintain strategic relationships with key national accounts, including corporates, travel management companies, consortia, wholesalers, event planners, and government organizations.
• Serve as the primary contact for national accounts and ensure long-term customer retention.
• Conduct regular business reviews with clients and identify opportunities to expand partnerships.

3. Revenue Growth & Business Development

• Drive national revenue performance by acquiring new business and maximizing existing account potential.
• Increase market share through strategic account penetration and cross-selling opportunities across the hotel portfolio.
• Collaborate with hotel commercial teams to optimize pricing strategies and revenue opportunities.

4. Leadership & Team Development

• Lead, mentor, and develop the National Sales team to achieve individual and collective performance objectives.
• Foster collaboration between National Sales, Regional Sales, Marketing, Revenue Management, and Hotel Operations.
• Conduct regular coaching, performance reviews, and capability development initiatives.

5. Market Intelligence & Performance Reporting

• Monitor market trends, competitor activity, and customer behavior to identify new opportunities.
• Prepare sales forecasts, business reports, and performance analysis for senior leadership.
• Track key performance indicators (KPIs) and recommend strategic actions to improve results.

6. Strategic Partnerships

• Develop strategic alliances within the Corporate Travel, Meetings, Incentives, Conferences & Exhibitions (MICE), Leisure, and Events sectors.
• Represent Accor at industry events, trade shows, networking forums, and customer engagements to strengthen brand visibility and generate new business.

7. Contract Negotiation

• Lead negotiations for national contracts and commercial agreements.
• Ensure contracts achieve commercial objectives while maintaining profitability and long-term customer relationships.
• Oversee the complete contract lifecycle from opportunity identification through successful execution.

8. Brand Representation

• Act as a brand ambassador by promoting Accor's values, brands, and commercial offerings.
• Deliver exceptional client experiences that enhance customer satisfaction, loyalty, and advocacy.

Performance Responsibilities

• Achieve National Sales budget and revenue targets.
• Deliver regional objectives aligned with the Commercial Strategy.
• Monitor and improve Regional Market Share and Revenue Generation Index (RGI) performance.
• Maintain accurate sales activity within Accor systems including ANAIS and Connex.
• Record new business opportunities, client meetings, lead generation activities, and conversion progress.
• Ensure achievement of personal and team sales objectives.

Financial Responsibilities

• Achieve National Sales revenue and profitability targets.
• Maximize revenue opportunities while maintaining commercial discipline.
• Proactively manage expenses in line with approved budgets.
• Monitor business forecasts and optimize profitability without compromising service standards.

Customer Service Responsibilities

• Deliver service excellence that consistently meets or exceeds customer expectations.
• Respond promptly and professionally to client enquiries, requests, and complaints.
• Build long-term client relationships through proactive communication and effective problem resolution.
• Collaborate with hotel operations to ensure seamless delivery of customer commitments.

General Responsibilities

• Provide professional, efficient, and courteous service to both internal and external stakeholders.
• Demonstrate strong ownership, accountability, and follow-through on commitments.
• Take initiative to improve business processes and customer experiences.
• Promote and embody Accor's Heartist culture in all interactions.
• Participate actively in Planet 21 sustainability initiatives.
• Attend all required training programs and professional development activities.
• Comply with the Welcome to Accor induction standards, company policies, and confidentiality requirements.
• Maintain strict confidentiality regarding company information, commercial transactions, and customer data.
• Support workplace health and safety by following all safety procedures, reporting hazards promptly, and participating in emergency preparedness activities.
• Ensure compliance with all applicable company policies, legal requirements, and ethical standards.