Director of Global Accounts

Job Description

The Director, Global Accounts, Meetings & Incentives is responsible for driving revenue growth and strengthening Accor’s position within a defined portfolio of key global accounts in the Midwest territory. Reporting to the Executive Director, Global Accounts, this role develops long‑term client relationships, leads strategic account planning, manages a budget, and collaborates across Accor’s global network to deliver exceptional customer experiences. The position requires strong strategic thinking, commercial acumen, and the ability to operate in a high‑volume, fast‑paced environment with exceptional organization and time management skills.

Key Responsibilities

Strategic Account Leadership

• Build and maintain strong relationships with key decision‑makers across assigned global accounts.
• Qualify client needs, expectations, and strategic direction to define tailored value propositions.
• Provide market insights and business intelligence to elevate Accor’s competitive position.
• Influence of third-party partners (MICE agencies, Intermediaries) to strengthen Accor’s presence.
• Respond to incoming client inquiries through digital and direct channels.

Revenue Growth & Business Development

• Develop and implement clear account strategies aligned with Accor’s global sales methodology.
• Identify new business opportunities and expand account penetration across brands and regions.
• Lead or support complex commercial and contract negotiations.
• Create annual business plans, forecasts, and action plans using Accor’s processes and tools.
• Manage a defined budget to support revenue‑generating activities and client engagement.

 

Event Planning & Client Engagement

• Plan and execute client events in collaboration with internal colleagues and external DMC partners.
• Represent Accor at industry events, trade shows, and client meetings.

Performance Monitoring

• Monitor account performance against revenue, room‑night, and share‑of‑wallet objectives.
• Analyze client business environments to support a 360° strategic approach.
• Implement corrective actions when performance is below target.

Internal & External Collaboration

• Partner with Executive Directors, VPs, hotel sales teams, revenue management, distribution, and operations.
• Serve as a strategic, goal‑oriented resource to internal and external stakeholders.
• Ensure clear communication and alignment across all contributors to the customer experience.

Qualifications

Required

• Minimum 5 years of global or property‑level sales and management experience in hospitality or travel.
• Strong Meetings & Incentives expertise.
• Proven experience managing complex commercial and contract negotiations.
• Knowledge of revenue management and distribution channels.
• Experience managing budgets and planning client events.
• Proficiency with Cvent, Salesforce, and Microsoft platforms.
• Strong communication, presentation, and relationship‑building skills.
• Ability to thrive in a high‑volume, fast‑paced environment with strong organization and time‑management skills.

 

Preferred

• Experience managing multinational or Fortune 500 accounts.
• Familiarity with Accor’s brand portfolio and global systems.
• Experience working across multiple time zones and cultures.

Key Competencies

• Strategic thinking and commercial acumen
• Goal orientation and results focus
• Executive presence and professional communication
• Influencing without authority
• Analytical decision‑making
• Collaboration and stakeholder alignment
• Customer‑centric mindset
• High organization and time‑management capability

Performance Indicators

• Revenue and room‑night growth
• Account penetration and share expansion
• RFP conversion rates
• Budget management effectiveness
• Event execution quality
• Client satisfaction and retention

Additional Information

Compensation

• Salary Range: $ 145,000 – 150,000
• Bonus Structure: 30 % annual performance‑based bonus tied to revenue and account KPIs

Location & Work Environment

• Midwest‑based preferred, remote position
• Requires flexibility to support clients across multiple time zones
• Fast‑paced, high‑volume environment requiring strong prioritization and organization

Equal Opportunity Statement

Accor is an Equal Opportunity Employer committed to building an inclusive and diverse workforce. All qualified applicants will receive consideration without regard to race, gender, age, disability, or any other protected status.