Account Director Corporate Sales (GSO – KSA)

The Account Director Corporate Sales is a key member of the Global Sales Office for the KSA market and is responsible for developing, managing, and expanding Rotana’s portfolio of global key accounts across Corporate, MICE, and Strategic Travel Partners. The role is pivotal in driving top-line revenue growth, strengthening Rotana’s global market presence, and positioning the brand as a preferred hospitality partner across international markets. This role requires a strategic leader with strong commercial acumen, capable of managing complex global relationships, negotiating high-value agreements, and aligning global account strategies with Rotana’s overall commercial objectives.

General Duties and Responsibilities:

1. Global Account Strategy & Revenue Growth

• Develop and execute a comprehensive global sales strategy for assigned global accounts in alignment with Rotana’s brand, revenue, and expansion objectives
• Identify, prioritize, and grow high-value global accounts across key source markets
• Drive year-on-year revenue growth, market share expansion, and profitability from global accounts.

2. Global Account Management & Relationship Building

• Act as the primary senior point of contact for assigned global accounts.
• Build and maintain executive-level relationships with decision-makers, procurement leaders, and senior stakeholders within client organizations
• Lead annual business reviews, strategic planning sessions, and performance discussions with global partners.
• Ensure consistent brand representation and service delivery across all Rotana properties involved in global agreements.

3. Contracting, Negotiation & Commercial Excellence

• Lead the negotiation of global contracts, including rate structures, volume commitments, production targets, and commercial terms.
• Ensure all agreements maximize revenue, yield, and long-term value while aligning with Rotana’s pricing and distribution strategies.
• Collaborate closely with Revenue Management to ensure rate integrity, displacement analysis, and profitability optimization.
• Oversee implementation and compliance of global contracts across properties.

 4. Collaboration with Regional & Property Sales Teams

• Work closely with property-level sales teams to ensure global account strategies are effectively executed on the ground.
• Provide strategic guidance, sales tools, and best practices to local teams managing global account business.
• Align global account initiatives with regional market dynamics and property-level performance goals.
• Ensure consistent communication, reporting, and follow-up across all regions.

5. Market Intelligence & Business Development

• Monitor global travel trends, corporate travel patterns, competitive activity, and emerging market opportunities.
• Identify new business segments, untapped accounts, and strategic partnerships to support Rotana’s growth ambitions.
• Represent Rotana at key international trade shows, sales missions, industry events, and client roadshows.
• Contribute to Rotana’s long-term commercial and expansion planning through market insights and data-driven recommendations.

6. Brand Representation & Stakeholder Engagement

• Serve as a global brand ambassador for Rotana, reinforcing brand values, service culture, and unique selling propositions.
• Work with Marketing and Communications teams to support global campaigns, brand positioning, and key account initiatives.
• Ensure global accounts are aware of new openings, renovations, brand developments, and product enhancements.

7. Performance Management & Reporting

• Establish clear account-level objectives, revenue targets, and performance metrics.
• Track and analyze account performance, production trends, and ROI.
• Prepare quarterly performance reports and strategic updates for senior management and hotels
• Proactively address underperforming accounts and implement corrective action plans.

8. Sales Systems, Data Integrity & Thynk Compliance

• Ensure 100% compliance with Thynk CRM as the single source of truth for all global account activity.
• Guarantee that all accounts, contacts, negotiations, contracts, activities, pipelines, inquiries, and production tracking are fully and accurately recorded in Thynk.
• Drive system discipline across regions and properties, ensuring global visibility, transparency, and data integrity.
• Utilize Thynk data to support strategic decision-making, forecasting, account reviews, and performance reporting.

 9. Pricing & Commercial Strategy

• Ensure global account rate structures support a static and dynamic rate model pricing principles where applicable, allowing flexibility while protecting yield and profitability.
• Quarterly review pricing performance and recommend adjustments based on demand patterns, market conditions, and account behavior.

10. Rate Integrity, Parity & Distribution Governance

• Actively prevent rate dilution, undercutting, or unauthorized distribution of global account rates.
• Ensure that the correct rate plan is assigned to the correct partner or account, fully aligned with client requirements, production expectations, and commercial agreements.
• Collaborate with Revenue Management and Distribution teams to enforce compliance and resolve any rate discrepancies promptly.

11. Strategic Account Understanding & Decision-Maker Engagement

• Demonstrate deep knowledge of each global account’s organizational structure, business model, travel policy, and decision-making hierarchy.
• Build and maintain strong relationships with key decision-makers, including but not limited to CEO, COO, CFO, Procurement Heads, Travel Managers, and Senior Leadership.
• Leverage executive-level relationships to influence strategy, secure long-term commitments, and expand partnership scope across multiple markets.

12. Proactive Account Management & Inquiry Handling

• Proactively manage all inquiries originating from assigned global accounts, ensuring timely response, appropriate follow-up, and coordinated execution with properties and regions.
• Act as a strategic facilitator, ensuring inquiries are directed to the right properties and teams while maintaining overall account oversight.
• Maintain transparency and collaboration with hotels, without claiming ownership of business directly generated by individual properties.
• Ensure credit is appropriately attributed while focusing on overall account growth and performance, not internal competition.

Education, Qualifications & Experience

• Proven leadership in global sales and key account management within hospitality or travel-related industries
• Fluent in Arabic and English is a must.
• Strong strategic thinking and commercial negotiation skills
• Ability to manage complex, multi-market global relationships
• Excellent communication, presentation, and influencing skills
• Strong analytical mindset with ability to interpret sales data and market trends
• Results-driven, self-motivated, and highly organized
• Ability to work across cultures and geographies
• High level of integrity, and business ethics

Knowledge & Competencies

The ideal candidate will be with exceptional client facing skills, dynamic and a ‘finisher’ with an eye for detail and the ability to drive through solutions. You are having a track record in exceeding targets with the ability to develop and nurture long term relationships, grow account business and generate sales from a variety of sources. You are equipped with a sharp intellect in order to focus on key issues while possessing following additional competencies: 

Understanding the Business
Influencing Outcomes
Planning for Business
Team Building
Valuing Diversity
Leading People
Adaptability
Drive for Results
Customer Focus
Managing Operations