Executive Director, Business Development Procurement Europe(excluding France) and Northern Africa F/M/X

Executive Director, Business Development Procurement Europe(excluding France) and Northern Africa F/M/X

• Full-time
• Job-Category: Procurement
• Job Type: Permanent

Join Accor – a professional journey at the heart of a committed, international and transforming group

Accor, a global leader in hospitality, present in more than 110 countries with 5,500 hotels, welcomes you to its offices located in Issy-les-Moulineaux.

This is where the Group's global expertise comes together: strategy, finance, human resources, legal, technology, marketing, sustainability, communication, audit, procurement, etc.

Joining Accor means actively contributing to defining, structuring, and supporting the transformation of an international group, in direct connection with operational teams around the world.

This is where your greatest challenge awaits:

Join Astore, Accor's global procurement organization (GPO), designed to deliver value to hotels and partners through competitive sourcing, expert category management, digital purchasing solutions and a strong supplier ecosystem. Astore supports both Accor-branded and non-Accor customers in optimizing purchasing performance, enhancing operational efficiency and improving customer satisfaction.

Astore operates in a commercial environment where procurement adoption is not mandatory for the Accor hotel network, and where growth also depends on the ability to attract and develop third-party customers. The role therefore requires a strong ability to promote Astore's solutions, demonstrate their tangible value and build long‑term customer trust — combining a farmer mindset to grow and retain the existing portfolio with a hunter mindset to identify, recruit and convert new business opportunities.

Your mission:

The Executive Director, Business Development Europe (excluding France), is responsible for driving the sustainable growth of Astore's business across the zone, maximizing customer satisfaction and delivering the regional P&L objectives.

Leading a multicultural team of 10 Business Developers across Europe, the role combines strategic leadership, commercial development and stakeholder influence to strengthen Astore's value proposition and accelerate customer adoption and recruitment across the region.

Acting as a key ambassador of Astore internally and externally, you ensure alignment between customers' expectations, business priorities and cross‑functional initiatives.

Your playground:

• Lead and develop a multicultural team of 10 Business Development experts across Europe
• Drive business growth across 10 mature European markets (UK, Germany, Poland, the Netherlands, Belgium, Switzerland, Portugal, Spain, Italy and Luxembourg) and emerging European growth zones (the Balkans, the Mediterranean, CEI, Central Europe, the Nordics and the Baltics), where the sourcing offer and customer approach still need to be developed
• Manage a portfolio exceeding 2,000 hotels, including a significant base of non‑Accor customers
• Oversee ~€900M+ in annual purchasing volume, accounting for ~40% of the ENA (Europe and Northern Africa) region's total spend

Your main missions are structured around 3 pillars:

• Define and communicate a clear vision, strategy and objectives for the Business Development zone
• Coach, mentor and develop team members to maximize engagement, performance and career growth
• Foster a culture of accountability, collaboration, customer centricity and continuous improvement
• Drive excellence through effective performance management and regular business reviews
• Promote the adoption of digital tools, CRM discipline and data‑driven decision‑making

2. Business Performance & Growth Management

• Define and execute the regional business development strategy in alignment with Astore's ENA growth ambitions
• Drive revenue, spend, capture rate and profitability growth across the customer portfolio
• Acquire and develop new customers, including hospitality businesses operating outside Accor brands
• Monitor business performance through KPIs, dashboards and market analysis
• Identify growth opportunities, market trends and customer needs to continuously improve Astore's value proposition

3. Leadership, Influence & Strategic Stakeholder Management

• Build strong relationships with hotel owners, investors, operators and key decision‑makers
• Influence senior internal stakeholders across Operations, Development, Finance, Marketing, Digital, Design & Technical Services and Procurement teams
• Represent Astore at executive‑level meetings, customer events and industry forums
• Lead complex negotiations and strategic commercial discussions with key accounts

And you?