Director of Sales - NSO Mumbai

Position Summary

The Director of Sales – National Sales Office (NSO) is responsible for developing and executing the national sales strategy across Accor's portfolio of hotels to maximize revenue, market share, and long-term business growth. The role focuses on managing key national accounts, driving strategic partnerships, leading high-performing sales teams, and ensuring alignment with regional and hotel commercial objectives.

Key Responsibilities

1. National Sales Strategy

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• Develop and implement a comprehensive national sales strategy for Corporate, Leisure, Group, MICE, and Event segments.
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• Align national sales initiatives with Accor's overall commercial strategy and business objectives.
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• Identify emerging market opportunities and implement proactive sales initiatives to drive sustainable business growth.
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2. Key Account Management

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• Build, develop, and maintain strategic relationships with key national accounts, including corporates, travel management companies, consortia, wholesalers, event planners, and government organizations.
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• Serve as the primary contact for national accounts and ensure long-term customer retention.
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• Conduct regular business reviews with clients and identify opportunities to expand partnerships.
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3. Revenue Growth & Business Development

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• Drive national revenue performance by acquiring new business and maximizing existing account potential.
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• Increase market share through strategic account penetration and cross-selling opportunities across the hotel portfolio.
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• Collaborate with hotel commercial teams to optimize pricing strategies and revenue opportunities.
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4. Leadership & Team Development

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• Lead, mentor, and develop the National Sales team to achieve individual and collective performance objectives.
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• Foster collaboration between National Sales, Regional Sales, Marketing, Revenue Management, and Hotel Operations.
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• Conduct regular coaching, performance reviews, and capability development initiatives.
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5. Market Intelligence & Performance Reporting

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• Monitor market trends, competitor activity, and customer behavior to identify new opportunities.
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• Prepare sales forecasts, business reports, and performance analysis for senior leadership.
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• Track key performance indicators (KPIs) and recommend strategic actions to improve results.
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6. Strategic Partnerships

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• Develop strategic alliances within the Corporate Travel, Meetings, Incentives, Conferences & Exhibitions (MICE), Leisure, and Events sectors.
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• Represent Accor at industry events, trade shows, networking forums, and customer engagements to strengthen brand visibility and generate new business.
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7. Contract Negotiation

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• Lead negotiations for national contracts and commercial agreements.
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• Ensure contracts achieve commercial objectives while maintaining profitability and long-term customer relationships.
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• Oversee the complete contract lifecycle from opportunity identification through successful execution.
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8. Brand Representation

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• Act as a brand ambassador by promoting Accor's values, brands, and commercial offerings.
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• Deliver exceptional client experiences that enhance customer satisfaction, loyalty, and advocacy.
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Performance Responsibilities

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• Achieve National Sales budget and revenue targets.
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• Deliver regional objectives aligned with the Commercial Strategy.
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• Monitor and improve Regional Market Share and Revenue Generation Index (RGI) performance.
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• Maintain accurate sales activity within Accor systems including ANAIS and Connex.
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• Record new business opportunities, client meetings, lead generation activities, and conversion progress.
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• Ensure achievement of personal and team sales objectives.
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Financial Responsibilities

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• Achieve National Sales revenue and profitability targets.
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• Maximize revenue opportunities while maintaining commercial discipline.
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• Proactively manage expenses in line with approved budgets.
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• Monitor business forecasts and optimize profitability without compromising service standards.
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Customer Service Responsibilities

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• Deliver service excellence that consistently meets or exceeds customer expectations.
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• Respond promptly and professionally to client enquiries, requests, and complaints.
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• Build long-term client relationships through proactive communication and effective problem resolution.
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• Collaborate with hotel operations to ensure seamless delivery of customer commitments.
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General Responsibilities

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• Provide professional, efficient, and courteous service to both internal and external stakeholders.
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• Demonstrate strong ownership, accountability, and follow-through on commitments.
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• Take initiative to improve business processes and customer experiences.
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• Promote and embody Accor's Heartist culture in all interactions.
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• Participate actively in Planet 21 sustainability initiatives.
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• Attend all required training programs and professional development activities.
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• Comply with the Welcome to Accor induction standards, company policies, and confidentiality requirements.
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• Maintain strict confidentiality regarding company information, commercial transactions, and customer data.
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• Support workplace health and safety by following all safety procedures, reporting hazards promptly, and participating in emergency preparedness activities.
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• Ensure compliance with all applicable company policies, legal requirements, and ethical standards.
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