Account Director Corporate Sales (GSO – KSA)

Overview

1. Global Account Strategy & Revenue Growth

• Develop and execute a comprehensive global sales strategy for assigned global accounts in alignment with Rotana’s brand, revenue, and expansion objectives
• Identify, prioritize, and grow high-value global accounts across key source markets
• Drive year-on-year revenue growth, market share expansion, and profitability from global accounts.

2. Global Account Management & Relationship Building

• Act as the primary senior point of contact for assigned global accounts.
• Build and maintain executive-level relationships with decision-makers, procurement leaders, and senior stakeholders within client organizations
• Lead annual business reviews, strategic planning sessions, and performance discussions with global partners.
• Ensure consistent brand representation and service delivery across all Rotana properties involved in global agreements.

3. Contracting, Negotiation & Commercial Excellence

• Lead the negotiation of global contracts, including rate structures, volume commitments, production targets, and commercial terms.
• Ensure all agreements maximize revenue, yield, and long-term value while aligning with Rotana’s pricing and distribution strategies.
• Collaborate closely with Revenue Management to ensure rate integrity, displacement analysis, and profitability optimization.
• Oversee implementation and compliance of global contracts across properties.
• 4.
• Collaboration with Regional & Property Sales Teams
• Work closely with property-level sales teams to ensure global account strategies are effectively executed on the ground.
• Provide strategic guidance, sales tools, and best practices to local teams managing global account business.
• Align global account initiatives with regional market dynamics and property-level performance goals.
• Ensure consistent communication, reporting, and follow-up across all regions.

5. Market Intelligence & Business Development

• Monitor global travel trends, corporate travel patterns, competitive activity, and emerging market opportunities.
• Identify new business segments, untapped accounts, and strategic partnerships to support Rotana’s growth ambitions.
• Represent Rotana at key international trade shows, sales missions, industry events, and client roadshows.
• Contribute to Rotana’s long-term commercial and expansion planning through market insights and data-driven recommendations.

6. Brand Representation & Stakeholder Engagement

• Serve as a global brand ambassador for Rotana, reinforcing brand values, service culture, and unique selling propositions.
• Work with Marketing and Communications teams to support global campaigns, brand positioning, and key account initiatives.
• Ensure global accounts are aware of new openings, renovations, brand developments, and product enhancements.

7. Performance Management & Reporting

• Establish clear account-level objectives, revenue targets, and performance metrics.
• Track and analyze account performance, production trends, and ROI.
• Prepare quarterly performance reports and strategic updates for senior management and hotels
• Proactively address underperforming accounts and implement corrective action plans.
• 8.
• Sales Systems, Data Integrity & Thynk Compliance
• Ensure 100% compliance with Thynk CRM as the single source of truth for all global account activity.
• Guarantee that all accounts, contacts, negotiations, contracts, activities, pipelines, inquiries, and production tracking are fully and accurately recorded in Thynk.
• Drive system discipline across regions and properties, ensuring global visibility, transparency, and data integrity.
• Utilize Thynk data to support strategic decision-making, forecasting, account reviews, and performance reporting.

9. Pricing & Commercial Strategy

• Ensure global account rate structures support a static and dynamic rate model pricing principles where applicable, allowing flexibility while protecting yield and profitability.
• Quarterly review pricing performance and recommend adjustments based on demand patterns, market conditions, and account behavior.

10. Rate Integrity, Parity & Distribution Governance

• Actively prevent rate dilution, undercutting, or unauthorized distribution of global account rates.
• Ensure that the correct rate plan is assigned to the correct partner or account, fully aligned with client requirements, production expectations, and commercial agreements.
• Collaborate with Revenue Management and Distribution teams to enforce compliance and resolve any rate discrepancies promptly.

11. Strategic Account Understanding & Decision-Maker Engagement

• Demonstrate deep knowledge of each global account’s organizational structure, business model, travel policy, and decision-making hierarchy.
• Build and maintain strong relationships with key decision-makers, including but not limited to CEO, COO, CFO, Procurement Heads, Travel Managers, and Senior Leadership.
• Leverage executive-level relationships to influence strategy, secure long-term commitments, and expand partnership scope across multiple markets.

12. Proactive Account Management & Inquiry Handling

• Proactively manage all inquiries originating from assigned global accounts, ensuring timely response, appropriate follow-up, and coordinated execution with properties and regions.
• Act as a strategic facilitator, ensuring inquiries are directed to the right properties and teams while maintaining overall account oversight.
• Maintain transparency and collaboration with hotels, without claiming ownership of business directly generated by individual properties.
• Ensure credit is appropriately attributed while focusing on overall account growth and performance, not internal competition.