Key Account Manager

Primary Responsibilities
• Identify, negotiate, and secure long-term contracts with high-value Corporate accounts, ensuring alignment with hotel yield strategies and ROI targets.
• Maintain and update global client databases (e.g., ANAIS), track account performance, and manage RFPs with detailed company profiles and negotiation strategies.
• Work closely with Sales Director of Greater China to drive out the new account development plan.
• Develop new account which increases Accor market power and create succession BD plans, timely and supportively to address performance issues.
• Conduct market research to identify ESG trends, competitive dynamics, and emerging opportunities, providing actionable insights for strategy refinement.
• Collaborate with national/regional teams to expand client portfolios and leverage cross-regional business synergies.
• Organize client events, FAM trips, and site inspections to strengthen relationships and drive direct bookings.
• Understand the business module of TMCs, work closely with TMCs to enhance Accor hotels market share.
• Partner with TMCs and global sales teams to enhance loyalty program penetration and promotional campaigns.
• Analyze account revenue forecasts, pipeline health, and KPIs, addressing risks to ensure target achievement.
• Work with marketing and operations teams to align client solutions with hotel service standards and brand strategies.
Knowledge and Experience
• Bachelor degree with excellent Oral and Written English.
• Minimum of 5 years of sales experience in the hotel industry.
• TMCs working experience is preferred.
• Strong user knowledge of Microsoft Outlook, Microsoft Office.
• Fluency in English and Mandarin (written and oral); additional languages are a plus.
• Strategic Negotiation: Ability to secure high-value contracts while balancing yield management principles.
• Data-Driven Decision-Making: Skilled in revenue forecasting, pipeline analysis, and ROI modeling.
• Cross-Cultural Agility: Experience in multicultural environments and global matrix structures.
• Adaptability: Thrives in dynamic markets, manages multiple priorities under pressure, and embraces change.
• Client-Centric Mindset: Builds trust through tailored solutions and proactive communication.