Director – Sales & Distribution PME

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.

Lead and develop the India Sales organization

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.

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.

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

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.

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

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.

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.

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.

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.

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