Director, Key Account - Hong Kong

Job Purpose

• Lead the strategic development and management of high-value corporate, MICE, leisure groups and TMC （Travel Management Company）accounts in Hong Kong and Taiwan.
• Drive revenue growth, market penetration, and client satisfaction by fostering long-term partnerships with strategic industries and global partners. Ensure alignment with regional and global business objectives through cross-functional collaboration and data-driven decision-making

Primary Responsibilities

1.Strategic Account Management

Client Portfolio Growth:

• Identify, onboard, and manage high-value corporate and MICE accounts, focusing on industries such as finance, insurance, professional services, and logistics.
• Expand relationships with global TMCs and regional partners to drive incremental revenue and market share.
• Develop and execute tailored account strategies to increase share of wallet and client retention.

Revenue & Performance:

• Achieve and exceed revenue targets through proactive account management, upselling, and cross-selling initiatives, on a multi-level basis (local, regional and global).
• Monitor and analyze account performance metrics (e.g., revenue growth, market share, loyalty attachment, client satisfaction) to refine strategies.

2. Team Leadership & Collaboration

Team Development:

• Being able to lead and mentor a team of account managers, fostering a culture of innovation, accountability, and cross-cultural collaboration.
• Provide coaching and feedback to ensure team alignment with business goals and operational excellence.

Cross-Functional Collaboration:

• Partner with hotel sales teams, regional sales managers and segmentation leaders, and global stakeholders to align on account priorities and resource allocation.
• Collaborate with corporate offices (e.g., loyalty, distribution and sales) to integrate global initiatives into local strategies.

3. Stakeholder Engagement

Client Relationships:

• Build and maintain relationships with clients including executives, procurement teams, and TMC decision-makers.
• Proactively address client needs and challenges to ensure alignment with Accor’s value proposition.

Internal Alignment:

• Engage with internal stakeholder groups to ensure seamless execution of account strategies.

Secondary Responsibilities

1.B2B Loyalty Penetration

• Drive the adoption of Accor’s loyalty programs among corporate clients.
• Collaborate with loyalty team on design and implement loyalty incentives targeted at corporate customers to encourage greater preference of Accor hotels and services.

Knowledge and Experience

• Bachelor’s degree in Business, Hospitality, or related field.
• 10+ years in hospitality sales leadership, with proven success in managing high-value accounts and driving revenue growth.
• 6+ years in a senior role (e.g., Director/Manager) at a global hospitality brand or TMC.
• Demonstrated expertise in cross-cultural relationship-building, client portfolio diversification, and strategic account management.
• Proficiency in CRM systems, data analytics tools, and Microsoft Office.
• Fluency in English, Cantonese and Mandarin (preferred for regional client engagement).