Job Purpose

The Role of the Sales & Partnership Director, Vietnam is to identify and develop existing and new strategic sales and partnership opportunities as part of the 5-year strategic commercial roadmap for Vietnam. The roadmap sets out a commercial framework to identify new and prospective commercial opportunities in line with projected growth of our hotel footprint in Vietnam. The role has two key functional objectives:

1. Lead the Vietnam sales team in achieving targeted top line revenue and loyalty objectives across leisure, corporate, airlines and connected partners (transient distribution) in alignment with the Accor’s South East Asia Hub sales strategy. The candidate will manage an assigned portfolio of existing leisure accounts and will identify the new partners of the future. The candidate will undertake all customer relationship activities including solicitation, negotiation and contracting as well as to provide strategic direction to hotels in the leisure segment. In addition, the role will directly lead and manage the Key Account Director, Corporate to ensure attainment of top line revenue objectives. This includes sub segments like business transient, government, MICE and Airlines for Vietnam. This portion of the role should represent about 65% of the total allocated time and effort.  

2. Support the Vietnam Commercial Director in providing strategic sales direction and support to Vietnamese hotels across sales & distribution topics and deliverables. Responsibility is to drive sales strategies across the assigned area/territory and maximize revenue opportunities. Provide strategic direction and support to need hotels as required in collaboration with the Vietnam Commercial Director. Assist in creating innovative business ideas including the formation of profitable business tie-ups and partnerships to improve revenue outcomes across the country. This portion of the role should represent about 35% of the total allocated time and effort.  

 Primary Responsibilities

• Strategic Planning & Leadership: Develop & Deploy the Sales Strategy (for Account Management)

• Account Management: Develop business from assigned account base and manages all aspects of customer relationships to meet/exceed business objectives and targets across the leisure and corporate segments (manage the corporate segment via an account executive reporting to you).

• Partnerships: Develop meaningful, complimentary and profitable partnerships between Accor hotels in Vietnam and Vietnamese based companies as well as international commercial entities in an effort to drive loyalty and top line revenue.

• Manages and develops the NSO team: selects trains/coaches and develops colleagues to enhance performance and to meet needs of the department

• Reporting: Examining data and using the information gathered to create coherent, relevant reports, then presenting the reports to the team and to management.

• Other tasks and responsibilities assigned by corporate office.  

• Report directly to the Director of Leisure Sales South East Asia, Japan and South Korea

Knowledge and Experience

• Minimum 10 years’ experience in the hotel industry in a similar role with a sound understanding of hotel operations, sales, marketing and distribution ecosystem
• University graduate preferred but not essential
• Technical knowledge and experience using Microsoft Office tools is required
• Knowledge of Internal Accor Sales systems - LANYON, ANAIS, COGNOS, MICROS, DATAWEB, EZRMS is a plus
• Good communication skills, written and verbal, in English and Vietnamese essential. Other Asian languages are beneficial.  
• Based in Vietnam ( HCMC or Hanoi preferred)

Competencies

• Contribute and collaborate to meet the shared visions and objectives of the team and organization
• Confident and articulate communication, negotiation, relationship and networking skills
• Demonstrated business acumen with the ability to make sound decisions and understand commercial implications
• Ability to think strategically and plan on a mid to long term basis
• Strategic sales experience. Demonstrate strong sales expertise in all sales segment mastering key market behavior and trends.  
• Essential leadership ability – strategic, logical and analytical mindset, and the ability to implement and motivate.
• Customer-centric approach to deliver consistent, timely, results focused and intuitive service
• Self-motivated, proactive and use self-initiative when working independently
• Excellent presentation skills using online tools and face to face
• Solid time management and organizational skills to prioritize tasks effectively
• Good interpersonal skills to communicate effectively and empathize with stakeholders
• Flexible, adaptive and resilient to change in a fast paced and dynamic sales environment.