Senior Director OTA Account Management & Business Development F / H / X
At a glance
Leadership Account Management role at AccorCorpo. Issy-les-Moulineaux · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Set and execute Accor’s OTA distribution strategy, balancing growth from existing accounts with new partnerships
- Lead OTA key and strategic account managers, including feedback, development, tools, and engagement
- Negotiate commercial terms, legal clauses, and marketing programs with major online travel agencies
- Track KPIs, run quarterly business reviews, and coordinate action plans with sales, technical, loyalty, web direct, and revenue teams
- Build technology business cases and lead improvement projects with digital, legal, tax, and other stakeholders
What you bring
- A master’s degree plus demonstrated expertise with online travel agencies and travel technology
- Experience negotiating complex global agreements involving multiple stakeholders and cultures
- E-commerce, sales, or revenue management experience with strategic account ownership
- Strong analytical ability, fluent English, and the ability to unite teams across departments
Who this fits
This role suits a senior commercial leader who can manage strategic OTA relationships while developing new revenue partnerships. You’ll lead a team, coordinate across local and global stakeholders, and work from a hybrid setup in Issy-les-Moulineaux. Success requires comfort across negotiation, commercial, legal, connectivity, technology, and partnership topics.
From the employer
Accor Sales & Distribution is at the heart of Accor Group’s growth strategy. Our teams drive revenue growth, strengthen strategic partnerships, and create new business opportunities across a portfolio of more than 5,700 hotels in over 110 countries.
By working closely with our hotels, clients, and partners, we develop innovative solutions that maximize commercial performance and enhance the guest experience.
Accor Sales & Distribution offers careers where success is built above all on people, customer relationships, and teamwork.
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)
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