Business Development Manager (NSO)

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Job Purpose

The position is responsible for strategically managing and developing the Sales Function for National accounts in India & South Asia region to achieve budgeted profitability and maintain fair market share for Accor in the market place.

Key Interactions

Internally

• Director of National Sales – India and South Asia
• Head Commercial –India & South Asia
• Director of Sales & Marketing - Hotels
• Director of Sales - Hotels
• Business Development Mangers
• Account Directors
• Manger Business Sales Support & Analyst
• General Managers

Externally

• Corporate, Leisure, Government, M&E & Sports clients
• Wedding Planers and Entertainment clients
• Global Sales

Primary Responsibilities

Management of National Sales

• Management of proactive and reactive sales activity in ensuring unparalleled service of Accor new and existing customers.
• Driving property sales objectives within all the segments
• Implement an effective LNR contracting & RFP process ensuring measurement of performance and account alignment.
• Determines and executes sales budgets, in conjunction with Director of National Sales
• Ensure Accor corporate terms and conditions are implemented for corporate agreements as per approval of the hotel management.
• Ensure Accor Hotels Meetings & Events contracts terms and conditions are implemented per approval of the hotel management.
• Regular meetings with Key clients to strengthen relationships & align strategies
• Profiling Accor Ambassador Program - educating about Accor, its brands, Network strength,  ALL, offers, & commission settlement process
• Host and represent Accor at network events (sometimes outside of normal office hours), profiling the relevant hotels and management.
• Monitor competitors within the region and assess relevance to current selling strategies.
• Achievement of the objectives of the region as outlined in Commercial strategy
• Enlist activity report, detailing new business calls, leads and opportunities in the Accor ANAIS tool, Connex conversions.

Financial responsibilities

• Achieving the National Sales budget
• Region RGI
• Proactively control costs by being aware of forecasted business and targeted profitability, whilst maintaining standards.

Customer Service Responsibilities

• Deliver and achieve a level of service quality that consistently meets and preferably exceeds the expectations of clients.
• Attend to operation problems and needs promptly including customer complaints, enquiries and requests, takes a positive problem solving approach.

Other Responsibilities

• Provide efficient, friendly and professional service to all customers (internal and external).
• Meeting Task deadlines and strong follow ups
• Take initiative to ensure that interactions with our customers (internal and external) are positive, professional and productive.
• Take a positive problem solving approach with issues and concerns.
• Embrace the concepts and principles of Heartist.
• Participate in Planet 21 sustainability Actions and activities.
• Attend training programs and meetings to improve skills and knowledge.
• Follow the expectations and guidelines outlined in the Welcome to Accor induction. Do not divulge any corporate information or transactions during or after your employment with the company. Maintain high levels of confidentiality and discretion.
• Actively participate in safe work practices: report accidents promptly, and report health and safety hazards, maintain clean work areas, be compliant with fire/emergency/evacuation actions and report all damaged and broken equipment.

Main Complexity/Critical issues in the Job

• Ability to collaborate with GM’s, DOSM’s, Global and National Sales team
• Achievement of Corporate & M&E Segment Revenue Targets for India & South Asia  hotels as finalized during Budgeting
• Acquiring, Retaining and developing new accounts for ACCOR
• Negotiate the most profitable rate for hotels
• Accor representation in Trade Shows and partnership
• Managing profitability throughout the sale and account management process ensuring integrity and sustainable relationships within the communication process.
• Identifying and minimizing risk within negotiations.
• Accuracy within calculations, content of proposals and documents and product offerings to meet high performance client requirements.
• Effective communication internally and externally at all levels.

Span of Control

Nature

Amount

Nature                                      Amount

Budget responsibilities - National Sales Accounts

Revenue responsibilities - Budgeted Revenue Corporate, Sports, Weddings, Entertainment & M&E segment for India Hotels.

Profile

Knowledge and Experience

• Bachelor Degree in Business Administration (Preferred)
• Minimum of 5 years of relevant experience in the hotel industry
• Strong user knowledge of Microsoft Office Suite
• Knowledge of Salesforce tool Cvents & Connex

Competencies

• Good interpersonal skills with ability to communicate with all levels of employees
• Serviced/customer oriented with an eye for details
• Good presentation and influencing management skills
• Multicultural awareness and able to work with people from diverse cultures
• Flexible and able to embrace and respond to change effectively
• Ability to work independently and has good initiative under dynamic environment
• Self-motivated and energetic

• Bachelor Degree in Business Administration (Preferred)
• Minimum of 5 years of relevant experience in the hotel industry
• Strong user knowledge of Microsoft Office Suite
• Knowledge of Salesforce tool Cvents & Connex