Head of Sales Operations, India & South Asia

Accor · Gurugram

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Company Description

• We are Accor. We are a worldwide Augmented Hospitality leader. We are more than 230,000 hospitality experts placing people at the heart of what we do, creating new connections & emotions for our guests, nurturing real passion for service and achievement beyond limits.
• We’re so much more than hotels — we’re creating innovative lifestyle experiences , whether you live, work or play. Blaze your own trail from 40+ hotel brands, restaurants, nightclubs, spas, co-working spaces, and tech start-ups .
• Building on the strength of our teams and our strong holistic ecosystem of brands & solutions, we are breaking new ground to shape the hospitality of tomorrow and inspire new ways to experience the world.

Job Description

Lead Sales & Distribution priorities across Luxury & Lifestyle (L&L) and PME, with clear accountability for L&L performance and strategic oversight of PME. Translate India and South Asia commercial priorities into measurable plans, revenue production and market penetration. Ensure clear ownership of deliverables, effective coordination across the two segments, and the best use of available talent as the business continues through its growth phase.

• Own the L&L sales strategy, execution and results for the assigned market, including leisure, luxury travel, weddings and MICE opportunities.
• Provide strategic direction, alignment and performance oversight for PME Sales & Distribution, while the Director-level PME lead retains clear responsibility for day-to-day PME deliverables and execution.
• Lead and align both segments against agreed commercial priorities, budgets, revenue-production objectives and business plans.
• Establish clear accountability, decision rights, KPIs, timelines and reporting for each role; avoid duplication and close gaps between L&L and PME.
• Coach, guide and enable the PME lead, ensuring appropriate delegation and timely escalation of cross-segment issues.
• Use the existing talent and capabilities effectively, supporting collaboration, succession and development while recognising the growth phase of the business.
• Develop and execute annual and quarterly sales plans for L&L, translating market opportunities and hotel needs into targeted account plans and measurable revenue outcomes.
• Promote and represent Accor’s global Luxury & Lifestyle portfolio in the market; strengthen brand awareness and positioning among luxury-focused travel partners, weddings and MICE customers.
• Build and maintain senior relationships with luxury travel agencies, key accounts, luxury-focused MICE partners, wedding planners, consortia and other relevant trade partners.
• Manage and grow key travel and MICE accounts; identify new business opportunities, source markets and account-development opportunities.
• Coordinate with L&L hotels and their sales teams to agree sales actions, client appointments, roadshows, sales missions, familiarisation trips and other demand-generation activity.
• Prioritise activities around hotel need periods, market opportunities and revenue potential; monitor conversion and production against agreed objectives.
• Provide oversight of PME sales plans and performance, ensuring alignment with India and South Asia priorities, account strategy, customer opportunities and the broader commercial calendar.
• Work with the PME lead to establish clear deliverables, milestones, ownership and performance measures; review progress regularly and intervene where cross-segment support or decisions are required.
• Ensure effective collaboration across Sales, Marketing, Revenue Management, Distribution, Digital, Loyalty and hotel commercial teams.
• Monitor competitor activity, market trends, customer behaviour and distribution developments; use insights to adapt sales priorities and improve market penetration.
• Identify relevant marketing, partnership, social media and promotional opportunities that can support L&L and wider commercial objectives.
• Manage sales activity budgets and resources responsibly; assess the return and business impact of key sales initiatives.
• Maintain accurate CRM records, account plans, production reporting and sales pipeline information; ensure data quality and timely reporting.
• Lead regular performance reviews, including activity tracking, revenue production, pipeline health, risks, opportunities and corrective actions.
• Prepare monthly and ad hoc reports for regional and global leadership, highlighting performance, key wins, risks, actions and support required.
• Represent the function professionally in internal and external forums and ensure consistent communication with hotels, regional teams and global stakeholders.

Qualifications

Bachelor’s degree in Business, Hospitality, or a related field; an MBA is preferred. Significant experience in hospitality sales, luxury travel, and commercial business development, with a proven track record in revenue growth, strategic account management, and team leadership. Strong commercial acumen, stakeholder management, negotiation, and analytical skills are essential. Experience in Luxury & Lifestyle, MICE, and sales distribution is highly desirable.

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