Global Key Account Manager

Accor; Dubai; On-site; AED 600,000 - 900,000; Full time

Job summary

Accor is seeking a Global Account Lead to drive strategic revenue growth across multinational Corporate and MICE portfolios. You will translate commercial priorities into measurable actions across hotels, regions and global stakeholders, acting as the global integrator for consistent execution.

You will lead the RFP cycle end-to-end, shape bid strategies, and deliver analytics to optimize pricing, loyalty and sustainability frameworks while coordinating with regional teams to maintain alignment

Qualifications

• 5–10 years commercial experience in hospitality, travel or related industries with strong understanding of hotel operations, sales, marketing and distribution.
• Demonstrated success growing complex global accounts and driving multi-market revenue and share shift.
• Deep knowledge of global RFI/RFP processes, LRA & dynamic pricing, distribution, MICE contracting and TMC/agency workflows.
• Strong influencing skills across regions, brands and senior client stakeholders.

Responsibilities

• Own global strategy, performance and growth for assigned multinational Corporate & MICE accounts.
• Develop account plans with clear revenue targets, share-shift priorities, market penetration strategies and stakeholder frameworks.
• Act as the global integrator to ensure consistent execution across regions and brands.
• Influence regional teams through structured insights, forecasts and prioritisation based on client potential and market dynamics.
• Lead the global RFI/RFP cycle end-to-end, ensuring alignment with pricing, distribution, sustainability and loyalty frameworks.
• Shape bid strategy with regions to improve win rates and defend share.
• Govern all submissions, ensuring accuracy of LRA, dynamic pricing, content and availability.
• Deliver post-RFP analytics covering win/loss drivers, pricing gaps, competitive benchmarks and forward opportunities.
• Drive global commercial strategy for MICE accounts including RFP consolidation, lead management and contracting.
• Build relationships with global agencies and event owners to secure group blocks and repeat event pipelines.

Skills

Global account leadership

RFI/RFP processes

Pricing strategy

Stakeholder management

Job description

Join the Accor Group, an ecosystem of over 5,500 hotels,10,000 restaurants, and lifestyle destinations in 110 countries.

As one of our 5,000+ Corporate Heartists®, come pursue your passion to the vibrant rhythm of the hospitality industry.

With us, your personality is valued, your opportunities for growth know no boundaries. Every action you take can have a positive and memorable impact on the experience of our customers, your colleagues, and also, on the planet, contributing to pioneering the art of responsible hospitality.

Become a Heartist®, and let your heart guide you into a world where life pulses with passion.

Job Description

This role is responsible for driving strategic global revenue growth across a portfolio of high-value multinational Corporate and MICE accounts. The Global Account Lead translates Accor’s commercial priorities across Business Travel and Meetings & Events into clear, measurable actions across hotels, regions and global stakeholders. As the global integrator, the role shapes account strategy, strengthens commercial discipline and orchestrates multi-market execution to grow share, revenue and total account value growth.

Strategic Global Account Leadership

• Own global strategy, performance and growth for assigned multinational Corporate & MICE accounts.
• Develop account plans with clear revenue targets, share-shift priorities, market penetration strategies and stakeholder frameworks.
• Act as the global integrator to ensure consistent execution across regions and brands.
• Influence regional teams through structured insights, forecasts and prioritisation based on client potential and market dynamics.
• Lead the global RFI/RFP cycle end-to-end, ensuring alignment with pricing, distribution, sustainability and loyalty frameworks.
• Shape bid strategy with regions to improve win rates and defend share.
• Govern all submissions, ensuring accuracy of LRA, dynamic pricing, content and availability.
• Deliver post-RFP analytics covering win/loss drivers, pricing gaps, competitive benchmarks and forward opportunities.
• Drive global commercial strategy for MICE accounts including RFP consolidation, lead management and contracting.
• Build relationships with global agencies and event owners to secure group blocks and repeat event pipelines.
• Partner with regional MICE hubs to ensure operational consistency, compliance and turnaround times.

Cross-Regional Execution & Integration

• Translate global strategy into concrete actions across MEA/APAC, Europe and the Americas.
• Lead Global Business Reviews (QBRs) with internal stakeholders and clients.
• Ensure hotels execute with precision on rates, availability, contracting, loyalty delivery and service standards.
• Provide regional guidance on pricing integrity, contract compliance and market nuances.

Stakeholder Management & Strategic Communication

• Deliver clear, data-driven performance updates to DOS, SVP Global Sales and regional leadership.
• Prepare executive-level performance summaries, strategic briefs and commercial insights.
• Coordinate cross-regional alignment and maintain consistent communication with client stakeholders.

Change Leadership, Account Development & Innovation

• Identify opportunities to modernise Corporate & MICE engagement through tools, data, digital workflows and commercial levers.
• Introduce initiatives to increase loyalty contribution, accelerate direct booking behaviour and enhance client experience.
• Support client-aligned sustainability and ESG initiatives across Corporate and MICE programmes.

Qualifications

• 5–10 years commercial experience in hospitality, travel or related industries with strong understanding of hotel operations, sales, marketing and distribution.
• Demonstrated success growing complex global accounts and driving multi-market revenue and share shift.
• Deep knowledge of global RFI/RFP processes, LRA & dynamic pricing, distribution, MICE contracting and TMC/agency workflows.
• Strong influencing skills across regions, brands and senior client stakeholders.
• Experienced in building multi-year global account strategies and driving disciplined regional execution across sales, revenue, distribution and loyalty.

Additional Information

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

Why Join Us?

• Be part of a global hospitality leader committed to innovation and excellence.
• Drive impactful projects that shape customer experiences
• Work in a dynamic, multicultural environment with opportunities for growth.