Premium Midscale and Economy
il y a 4 semaines
Company Description
Why work for Accor?
We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor’s limitless possibilities.
Do what you love, care for the world, dare to challenge the status quo
**Job Description**:
As a Senior Key Account Manager, you managing and develop M&E business from a designated Institutions account portfolio within France - with focus on to drive and develop M&E business across our global division with emphasis on driving business across ENA.
TASKS/ MAIN ACCOUNTABILITIES:
- Lead all relevant commercial actions to increase market share growth by focusing on an existing portfolio of accounts of French Institutions (ministries)
- Develop in-depth account knowledge and control of management and distribution channels
- Develop and propose the strategies of each account on its portfolio, creation of its annual Sales Action Plan
- Coordinate with international KAMs and all Accor Southern Europe Sales teams
- Increase market share of Accor hotels and partners in the MICE segment
- Prospect and expand the existing account portfolio in the French institutional segment
- Lead its Mice business
- Build influence network with prescribers, influencers, and decision makers
- Ensure a good commercial presence
- Provide optimization leads to build customer loyalty
- Prepare and execute the main Business Reviews of his portfolio with his manager
- Anticipate and prepare responses to tenders
- Propose and analyze tender negotiations on its client portfolio
- Know the Accor multi-segment distribution market
- Develop strong relationships with hotels and federate them around the defined strategy
- Develop and manage a portfolio of existing and prospective customers within the defined geographic area.
- Organize regular meetings and activities with the managed accounts and ensure they have the knowledge to grow the business and revenue.
- Work the strategy with all internal stakeholders through the collaboration and work of the analysis team.
- Develop and implement targeted account development strategies to penetrate and expand accounts
- Research, identify and establish new business contacts, develop relationships and revenue opportunities with existing customers.
- Follow-up of key files with hotels
- Hosting and presence of Accor Sales Southern Europe events (customer presence and invitation
**Qualifications**:
QUALIFICATION / COMPETENCIES:
- Minimum 5/6 years of account management experience This role will be at a senior key account level
- Past account management work with portfolio of B2b French clients
- Fluency in French - essential
- English speaking/writing
- essential
- Other European languages would be an advantage
- Ability to take a broader view without losing sight of short-term priorities
- A thorough understanding of the MICE and hotel market / Focused on maximizing profitable market share
- Excellent at building strong relationships with existing contacts/accounts
- Operates under a clear overall plan for the development of new and existing accounts and closely monitors progress towards sales results.
- Can quickly evaluate options, solve problems, and prioritize opportunities based on value.
- Passion for selling, patience, closing business and getting results.
REQUIRED SKILLS AND KNOWLEDGE:
- 5+ years of M&E agency account management as a minimum
- Experience of managing corporate accounts may be considered, provided you have worked in the M&E environment on such accounts.
EXPERIENCE NEEDED:
- Good understanding of the ENA M&E market - with focus on Southern Europe trends/strong knowledge of French M&E market
- Preferable to have already established working relationships with some of the top M&E partners in ENA
- Examples of understanding the markets and working across a complex M&E sales organisation preferable
Additional Information
Our values: BeAllyouArewithallyourhearth
At Accor, we are committed to diversity. Each individual, each personality, and each experience has its place to grow and make us grow collectively. Everything we do, we do with heart. We are creators of emotions, professionals of the human experience, resolutely turned towards others and the world around us.
- Our culture is inclusive. We value the richness of the 120 nationalities, the different backgrounds, and all the stories that make us up. We encourage the diversity of our personalities.
- We take care of the world around us: our teams, our clients, our establishments, our environment are at the heart of our concerns. Our mission is human, essential: to bring cultures together, to open windows on the world, to provide unforgettable experiences, day after day.
- We like to reveal you. All our heartists are talents in the making, they are the future of ou
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