Global Accounts Director - M&E and Business Travel

This role is Remote role. Location TBC but ideally US East Coast.

As the Global Accounts Director for Meeting and Events as well as Business Travel you will strategically drive all profitable revenue (MICE, Group & Transient, long-stays) and market share growth for RHG globally, through the focus on selected portfolio of strategic accounts and strategic industries/segments. You will lead the account portfolio to ensure that all opportunities (all brands) are optimized from, to and within the areas and theatres. You will also:

• Develop relationships with identified key international accounts within appropriate region/segment in order to drive all profitable revenue in MICE, Group, Transient and long-stays revenues and market share growth for the Radisson Hotel Group.
• Act as an ambassador between hotels, areas, accounts becoming an acknowledged expert on the RHG international markets and customer issues within the territory to all RHG entities.
• Develop deep knowledge of each account including it’s locations, performances, pipeline, supplier management, strategical focus, KPI and vision of next 3-5 years
• Create consultative selling approach to maximise commercial opportunity for Radisson Hotel Group
• Work alongside the 3rd Party Intermediaries (TMC-PCO) where appropriate to ensure account development is properly implemented at all levels including senior leadership (global, Theatre and national when applicable)
• Work alongside, communicate & co-ordinate with other Sales Team Members across Areas to deliver total Account planning.
• Lead the creation and carrying over of strong dedicated global account plans including strategical goals, development activities based on account potential, differentiated by segment to be developed with a traceable ROI.
• Lead negotiation and coordinate with relevant teams the creation of MSA (Master Service Agreement) for the given portfolio.
• Be an ambassador and expert in the segments led (MICE, Transient & Long Stay) as well as the industries of which the portfolio is composed to deliver upon RHG’s global strategy.
• Be actively participating in shaping up the future of Global Account Management by engaging the accounts given to participate into different transformation projects, panel discussions or advisory boards for example.
  
  
  

Examples of some of the Key Responsibilities:

• To develop and manage a portfolio of selected Accounts across EMEA and APAC as per RHG customer lifecycle standards.
• To drive all profitable revenue (MICE, Group & Transient, long-stays) growth through the strategic accounts to meet budget, and capture opportunities for the Radisson Hotel Group (all brands and types)
• Be expert with product knowledge for RHG’s portfolio in EMEA and APAC, to enable to have both a helicopter view and a deep dive focus on selected key hotels
• Lead performance meetings on account portfolio reviewing key KPIs and expected developments with a strategical approach of each account individually.
• Lead business case process for set portfolio, with a strategical approach and the ability to gather and analyze client’s information from different sources to uncover development opportunities
• Lead client negotiation meetings with a structured multi-hotels strategical lens, to optimize RHG strategies and maximize market share globally. Including ability to demonstrate negotiation results based on portfolio analysis in a structured manner.
• To keep up to date with all developments of account portfolio within the different sources to ensure maximization of opportunities (client industry events, newspapers, peers discussions, webinars etc).
• To be autonomous in developing and implement focused strategies globally aiming at account growth in order to penetrate accounts and communicate to all internal stakeholders, leveraging collaboration based on preliminary carried analytics.
• To be a force or proposition to our marketing department on tactical communication activity to underpin the Corporate / MICE strategies and deliver increased customer / market share.
• Establish multi-layer strategical relationships at all levels of the account including third parties (when relevant) and leadership team enabling to increase conversion and market share.
  
  
  

Competencies and Skills:

The profile is a confident and knowledgeable leader, persuasive and proactive, with a clear understanding on how to grow account portfolio. Sound strategic ability with commercial awareness of transient and M&E with ability to lead execution of aligned plans to create and deliver the portfolio’s strategy in alignment with the company’s revenue growth. Possess analytical mind-set and sound problem-solving capabilities to ensure progress and enhance business results. Is influential and collaborate with ability to involve and engage multiple stakeholders. Act in a structured way, thorough and delivers on commitments, ability to make decisions to move forward, multitasking and can adapt quickly to meet objectives.

Minimum Education:

• Desirable university graduate qualification or similar diploma - Business Administration, Hospitality or related higher education.
  
  
  

Minimum Experience:

• At least 5 years of sales account management experience in hospitality/tourism industry.
• Track record of Sales excellence and performances.
• Experience within hospitality and related travel/corporate companies is an advantage.
  
  
  

Language Skills:

• Fluent in English
  
  
  

Travel:

• Ability to travel within the Americas on regular basis and to Europe upon business needs.
  
  
  

Skills

Sales