Director - Sales & Distribution

The Director – Sales & Distribution is responsible for leading South Asia Sales and Distribution strategy to maximize revenue, market share, and profitability across the portfolio. This role provides strategic leadership for National Sales, Strategic Account Management, and Distribution while ensuring alignment with Accor's regional and global commercial objectives.

Working closely with Revenue Management, Marketing, Digital, Loyalty, Operations, and Finance, the incumbent will drive integrated commercial strategies that enhance customer acquisition, optimize channel performance, and deliver sustainable business growth.

Key Responsibilities

Strategic Leadership

• Define and execute the national Sales & Distribution strategy for Accor hotels across India.
• Deliver topline revenue growth and increase market share across all business segments.
• Develop annual business plans, budgets, forecasts, and commercial priorities.
• Drive profitable growth while balancing distribution costs and channel efficiency.
• Align commercial initiatives with Accor's regional and global strategies.

Sales Leadership

• Lead and develop the India Sales organization, including Regional Directors of Sales, National Sales Offices, and centralized sales teams.
• Establish performance metrics and ensure achievement of commercial objectives.
• Foster a culture of collaboration, accountability, innovation, and customer-centricity.
• Coach and develop future commercial leaders through effective succession planning.

Strategic Account Management

• Build and strengthen relationships with key corporate accounts, multinational companies, travel management companies, consortium partners, and strategic industry stakeholders.
• Expand engagement with luxury travel advisors, MICE planners, government institutions, and diplomatic organizations.
• Partner with Global Sales and Regional Sales Offices to maximize international business opportunities.
• Represent Accor at key industry events, customer forums, and trade exhibitions.

Distribution & Channel Strategy

• Develop and execute Accor India's distribution strategy across all commercial channels.
• Optimize channel mix to maximize direct revenue contribution and profitability.
• Drive growth through:
  • Brand websites and mobile applications
  • Global Distribution Systems (GDS)
  • Online Travel Agencies (OTAs)
  • Wholesalers and B2B platforms
  • Emerging digital distribution channels
• Ensure rate parity, inventory integrity, and channel profitability.
• Manage relationships with strategic distribution partners and technology providers.

Business Segment Strategy

Develop and grow business across:

• Corporate Transient
• Meetings, Incentives, Conferences & Events (MICE)
• Leisure & FIT
• Luxury & Lifestyle Travel
• Government & Diplomatic
• Airline & Crew
• Sports & Entertainment
• Long Stay & Extended Stay
• Wholesale & Tour Operations

Commercial Integration

Partner closely with Revenue Management, Marketing & Digital, Loyalty & CRM, Operations, Finance, and Regional & Global Commercial Teams to deliver an integrated commercial strategy that maximizes occupancy, ADR, RevPAR, market share, and overall hotel performance.

Market Intelligence & Performance Management

• Monitor competitive trends, demand patterns, and market dynamics.
• Analyze key performance indicators, including Revenue Growth, Market Share, RevPAR Index (RGI), Direct Channel Contribution, Distribution Costs, and Account Productivity.
• Leverage data and analytics to identify opportunities and support strategic decision-making.
• Present commercial performance and strategic recommendations to senior leadership and hotel owners.

Owner & Stakeholder Engagement

• Build strong relationships with hotel owners, asset managers, and strategic partners.
• Support hotel openings, conversions, and transitions.
• Ensure commercial strategies align with owner expectations and Accor brand standards.

Leadership & People Development

• Inspire and lead high-performing commercial teams across region.
• Promote a culture of innovation, collaboration, and continuous improvement.
• Develop talent through coaching, mentoring, and succession planning.
• Champion diversity, equity, inclusion, and employee engagement.
• Lead commercial transformation and change management initiatives.

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or related field.
• MBA or equivalent postgraduate qualification preferred.
• 18–20 years of hospitality commercial experience.
• Proven multi-property or regional leadership experience within international hotel brands.
• Strong understanding of luxury, premium, and lifestyle segments.
• Extensive knowledge of the Indian hospitality market.
• Demonstrated success in sales leadership, key account management, and distribution strategy.
• Experience managing OTA relationships, GDS channels, and digital distribution ecosystems.
• Strong financial and analytical capabilities.

Key Competencies

• Strategic Vision
• Commercial Acumen
• Leadership and Team Development
• Customer and Relationship Management
• Negotiation and Influencing Skills
• Distribution and Channel Expertise
• Revenue Optimization
• Digital and Loyalty Orientation
• Data-Driven Decision Making
• Cross-Functional Collaboration
• Executive Presence
• Change Leadership