Account Director, Business Travel

Overview

As Account Director, Business Travel, you drive revenue growth across global negotiated accounts within a luxury hospitality context. You collaborate with hotels worldwide to execute strategic plans, negotiate terms, and lead the annual RFP process, elevating account penetration and segment production. You leverage market intelligence and client relationships to deliver differentiated value in a competitive business travel market. This role suits a commercially-driven leader who shapes partnerships and strategic initiatives in a high-performance environment.

Pay / Benefits

• Hybrid working model – 3 days per week in London corporate office

Responsibilities

• Manage a portfolio of global accounts to meet revenue targets and business objectives
• Develop and implement comprehensive account plans to deepen penetration and align hotel partnerships
• Lead semi-annual business reviews to optimize performance and strategy
• Identify high-potential target accounts to expand the portfolio
• Apply yield-management principles to optimize revenue and leverage pricing and distribution
• Oversee the annual RFP process and ensure accurate GDS rates and listings
• Develop tailored strategies to support hotels in achieving segment objectives
• Build relationships with global sales travel managers and other stakeholders
• Coach property sales managers on sales effectiveness
• Plan and evaluate business travel events, familiarization trips, and client entertainment with ROI in mind
• Maintain and utilize internal tools (Account Evaluator, RevFinder, Agency360, GDS, Lanyon, Hotelligence, Opera BI) to inform strategy
• Maintain knowledge of portfolio, competitors, and travel strategies
• Create compelling, insight-rich presentations and introduce innovative approaches to differentiate in the market

Key requirements

• Minimum 10 years in the Business Travel Market
• College degree or higher
• Advanced knowledge of Business Travel and Negotiated Corporate segments (strategy, pricing, distribution, RFPs)
• Strong commercial acumen including revenue optimization, data interpretation, and performance analysis
• Proficiency in Salesforce and Power BI for account management and reporting
• Proficiency in Microsoft Excel, PowerPoint and Word for executive-ready analyses
• Working knowledge of Agency360, Lanyon, Hotelligence, GDS platforms and BI tools
• Strong negotiation, presentation and written communication skills

• Collaborates effectively across teams
• Builds trusted relationships with credibility and professionalism
• Clear and persuasive written and verbal communication
• Salesforce
• Power BI
• Microsoft Excel

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