Manager, Business Development

The Manager, Business Development will be a key contributor to the Global Sales Business Travel team, primarily focused on driving new business acquisition and expanding Accor's market share within the business travel segment. This role is instrumental in building a robust pipeline of new accounts to effectively supplement the managed account portfolios of existing account managers, thereby ensuring continuous growth and market penetration for the segment. This position involves strategic identification and pursuit of high-potential accounts, leveraging data-driven insights, fostering strong client relationships, and coordinating closely with Business Development- and Inside Sales teams.

The main complexities involve consistently generating and converting a high-value new account pipeline through strategic, data-driven hunting within competitive market conditions, requiring complex sales cycle management. A critical issue is effectively balancing existing portfolio growth targets with new business development expectations.

Strategic New Business Acquisition & High-Value Pipeline Development:

Proactively identify, research, and qualify new business travel account opportunities within defined revenue thresholds.

Develop and execute strategic outreach plans to penetrate target organizations, navigating complex stakeholder landscapes to establish and cultivate relationships with key decision-makers.

Manage a pipeline of prospective clients and existing high-potential accounts through extensive and complex sales cycles, from initial lead generation through to contract deployment, ensuring consistent progress towards conversion targets.

Data-Driven Opportunity Identification & Analysis:

Utilize available data analysis resources to uncover new business opportunities, translating data insights into actionable sales strategies by precisely addressing market gaps and client needs.

Strategic Growth within Target Account Segment & Referral Management:

Identify and cultivate growth opportunities within a designated portfolio of existing accounts with development potential, focusing on expanding Accor's share of wallet and deepening client relationships through proactive engagement

Efficiently manage and prioritize qualified business travel referrals from internal- and external stakeholders, focusing on opportunities within defined revenue thresholds.

Team Collaboration & Performance Management:

Active coordination among Business Development Managers- and Inside Sales Teams, facilitating the sharing of best practices, market intelligence, lead generation techniques, and pipeline management strategies to ensure team alignment and collective success.

Maintain accurate, and up-to-date records of all sales activities, pipeline status, and client interactions within Accor CRM

Key Interactions:

Internal: Global Sales Leadership, BI Team, Sales Support & Hotel Sales Relations, Hub/ Brand Business Travel Leadership

External: Business Travel Buyers, TMC Consultants, TMC Account Managers

Bachelor's degree in Business Administration, Hospitality Management, Marketing or related

Minimum of 5-7 years in progressive B2B business development or high-value sales, preferably in global corporate travel or hospitality.

Proven expertise in strategic prospecting, lead generation, pipeline development, and global account management.

High proficiency in leveraging Salesforce for pipeline management, account management, and reporting.

Advanced analytical skills for interpreting complex data

Excellent command of Microsoft Office Suite, particularly PowerPoint and Excel.

Exceptional negotiation, persuasion, and closing skills with a strong commercial acumen.

Outstanding written and verbal communication skills, with the ability to articulate complex value propositions clearly and concisely to senior executives.

Strategic thinker with strong problem-solving capabilities and the ability to develop innovative solutions.

Highly results-oriented, self-motivated, resilient, and capable of working autonomously while also being a collaborative team player.

Fluency in English (written and spoken) is essential. Proficiency in other languages (e.g., French, German) is an advantage

• Salary Range: $88k to $105k USD. (Preference given to candidates on East Coast/Mid-West of the United States).
• Must be legally authorized to work in the United States. Relocation assistance is not provided.

• Excellent Company benefits including medical, dental, vision, life insurance and pension plan.

• Employee benefit card offering discounted rates in Accor worldwide for you and your family. 

Join us at Accor, where life pulses with passion!​

As a pioneer in the art of responsible hospitality, the Accor Group gathers more than 45 brands, 5,600 hotels, 10,000 restaurants, and lifestyle destinations in 110 countries. While each brand has its own personality, where you will be able to truly find yourself, they all share a common ambition: to keep innovating and challenging the status-quo.​

By joining us, you will become a Heartist®, because hospitality is, first and foremost, a work of heart.​

You will join a caring environment and a team where you can be all you are. You will be in a supportive place to grow, to fulfil yourself, to discover other professions and to pursue career opportunities, in your hotel or in other hospitality environments, in your country or anywhere in the world!​

You will enjoy exclusive benefits, specific to the sector and beyond, as well as strong recognition for your daily commitment.​

Everything you will do with us, regardless of your profession, will offer a deep sense of meaning, to create lasting, memorable and impactful experiences for your customers, for your colleagues and for the planet.

Hospitalityis a work of heart,​
Join us and become a Heartist®.