Global Sales Account Director

Summary

The Global Sales Account Director will have clearly defined goals focused on driving total account revenue and market share across multi-segmented accounts, including corporate, meetings & events, leisure, and luxury, within their assigned portfolio based in the Middle East region.

Responsibilities include managing global RFP for corporate travel and handling and converting M&E leads from end user accounts and third parties, working on the luxury, leisure, and lifestyle segments as well. This individual will be responsible for monitoring monthly results, presenting them to their direct report, achieving semi-annual quota, and maintaining travel expenses within their budget.

Account management

• Accurate qualification of potential accounts; re-qualification of existing accounts.
• Target new accounts for the HSF pipeline.
• Manage partnership for key luxury accounts across Middle East region.
• Prospect and find potential new accounts within the dedicated countries.
• Account qualification following the HSF account grading process (RN potential / relationship / procurement policy / account penetration...)
• Establish an "Account Mapping" for transient / MICE.
• Analyse account potential for Hyatt using internal tools (Envision, Cognos, Agency 360, IATA Spy...)
• Follow and track account development and growth within Hyatt.
• Establishes and maintains complete and up-to-date information on each account. This includes a thorough understanding of the account's needs, history, plans, issues, organizational structure, strategies, existing business alliances, and key competitors.
• Interprets financial statements, e.g., P&L statements, annual reports, as appropriate, to assist in the formulation of an "account" proposal.
• Maintains account information in Envision to ensure accurate and up-to-date account reporting.
• Manages all resources within budgeted guidelines.
• Proactively develop goals and objectives to support the strategic account plan (SAP).
• Represents all brands of Hyatt Hotels Corporation.
• Responsible for proactive account and segment sales.
• Actively participates in account management with owned account portfolio.

Revenue generation

• Supports data gathering, reporting, and tracking functions. Identifies, develops, initiates, and manages opportunities based on their fit with broader strategic account initiatives.
• Networks with account teams to maximize coverage of key contacts and revenue streams.
• Partners with the regional team support for annual pricing process, requests for pricing (RFPs), and related maintenance activity.
• Relates customer needs to product capabilities.
• Routinely quantifies the business impact to both the customer and Hyatt.
• Works with Revenue Management to support account strategy in-market.

Value creation

• Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
• Brings cross-functional and cross-business knowledge in developing business solutions.
• Delivers value-added products and services to create long term customer loyalty.
• Establishes and maintains relationships with key buying influences by developing and delivering 'ease of doing business' solutions that create and provide unique value and positioning.

Qualifications

• Produces quality work in a consistent and reliable manner, in support of Hyatt's standards and processes.
• Strong organisational and planning skills, performs under pressure, meets deadlines.
• Self-motivated, high energy, results-oriented, tenacious, reliable, methodical, innovative, focused, and driven are key personal character traits desired in this role.
• Advanced MS Excel, Word, PowerPoint skills, familiarity with CRM systems and various sales and analytic tools within the company (Agency 360, etc.).
• Written and spoken English paramount; fluency in other languages (Arabic or French) would be a plus.
• Hotel experience is preferred, in proactive sales or event management.