Regional Head - Distribution Strategy

Accor Group; Dubai; On-site; AED 40,000 - 60,000; Full time

Job summary

Accor is seeking a Regional Head - Distribution Strategy in Dubai to lead the regional distribution agenda across MEA APAC. You will shape channel strategy, ensure parity and brand integrity, and drive revenue capture through optimized partner ecosystems.

This role reports to senior leadership and requires a deep understanding of multi-market distribution dynamics. The ideal candidate brings 10+ years in hospitality distribution, revenue management, or commercial leadership, with strong

Qualifications

• Minimum 10 years in hospitality distribution, revenue management, or commercial leadership.
• Deep knowledge of the OTA and bedbank ecosystem, including commercial models, connectivity, partner economics, and channel behavior.
• Experience managing senior external relationships at regional or global level.
• Ability to translate complex distribution activity into measurable revenue outcomes.

Responsibilities

• Define and implement the regional distribution strategy across MEA APAC markets.
• Lead channel mix optimization across direct, OTA, bedbank, wholesale, tour operator, DMC, and other distribution channels.
• Establish regional priorities balancing revenue contribution, distribution cost, and partner value.
• Own distribution compliance policies covering rate parity and brand integrity.

Skills

Hospitality distribution

Distribution channel management

Channel revenue optimization

OTA strategy

Bedbank distribution

B2B distribution

B2C distribution

Strategic partner negotiations

ANAPLAN

Topline performance

Tools

ANAPLAN

Job description

Regional Head - Distribution Strategy Job Snapshot

Role: Regional Head - Distribution Strategy

Location: Dubai, United Arab Emirates

Industry: Hospitality

Function: Strategy/Planning

Experience: Minimum 10 years in hospitality distribution, revenue management, or commercial leadership

Job Type: Full-time

Job Details

Country: United Arab Emirates

City: Dubai

Industry: Hospitality

Function: Strategy/Planning

Salary: 40000-60000 Estimated salary range based on similar jobs in the job city; please confirm the final offer with the employer.

Gender: Any

Candidate Nationality: Any

Job Type: Full-time

Role Context

The Regional Head - Distribution Strategy provides senior commercial leadership for Accor 's distribution agenda across the Middle East, Africa, and Asia Pacific. Reporting to the SVP Topline Performance MEA APAC, the role creates a unified regional approach to channel strategy, distribution compliance, partner economics, rate integrity, and commercial performance. The position acts as the primary regional accountability point connecting Distribution with Digital and E-Commerce, Sales, Revenue Management, Business Intelligence, and global commercial leadership. Its impact is measured through stronger channel economics, improved revenue capture, reduced distribution leakage, better partner performance, and more disciplined execution across markets.

Key Responsibilities

• Define and implement the regional distribution strategy across MEA APAC markets.
• Optimize channel mix across direct, OTA, bedbank, wholesale, tour operator, DMC, and other leisure distribution channels.
• Establish regional priorities that balance revenue contribution, distribution cost, demand generation, and long-term partner value.
• Own distribution compliance policies covering rate parity, unauthorized distribution, and brand integrity.
• Strengthen controls that reduce rate leakage and improve consistency across connected distribution channels.
• Lead strategic relationships with major OTAs, bedbanks, tour operator groups, wholesalers, and regional distribution partners.
• Represent Accor in senior commercial discussions with external distribution organizations.
• Govern B2B fee programme performance across ALPP, CTO, ALO, LOL, and related connected distribution initiatives.
• Ensure fee programme structures support measurable revenue capture and commercial value.
• Lead distribution market development initiatives in strategic growth markets including Japan and South Korea.
• Establish revenue targets for B2C and B2B distribution channels.
• Align channel revenue planning with wider commercial forecasting through ANAPLAN.
• Review channel production, economics, partner contribution, and revenue performance against agreed targets.
• Establish regular bilateral coordination with Revenue Management Vice Presidents.
• Ensure distribution compliance and channel strategies are aligned consistently across regional markets.
• Work with Revenue Management and Business Intelligence leadership to define distribution analytics requirements.
• Develop compliance monitoring requirements and performance dashboards with relevant analytics teams.
• Translate channel data into actionable recommendations for commercial leadership.
• Partner with Digital and E-Commerce leadership on OTA investment governance.
• Participate in structured quarterly reviews covering OTA investment, performance, and commercial return.
• Collaborate with Sales leadership on strategic account relationships and business development opportunities.
• Incorporate market and account feedback into regional distribution decisions.
• Represent the regional distribution proposition at industry events, travel trade exhibitions, tourism organizations, and professional associations.
• Lead cross-functional workshops to clarify ownership, responsibilities, and decision-making across distribution-related functions.
• Deliver an endorsed RACI and interaction model during the initial phase of the assignment.
• Assess opportunities to expand the strategic scope of B2B distribution.
• Prepare recommendations regarding future B2B distribution development and commercial priorities.
• Maintain active engagement with Global Distribution and global commercial leadership.
• Represent MEA APAC requirements and market perspectives in global distribution discussions.
• Ensure regional stakeholders are consulted when global distribution decisions affect MEA APAC markets.
• Monitor evolving distribution models, technology connectivity, commercial structures, and partner dynamics.
• Support consistent interpretation of rate parity, distribution compliance, and relevant competition requirements across the region.

Ideal Profile

The successful candidate should bring more than 10 years of experience across hospitality distribution, revenue management, commercial strategy, or senior commercial leadership. Deep knowledge of the OTA and bedbank ecosystem is essential, including commercial models, connectivity architecture, partner economics, channel behavior, and the operational implications of third-party distribution. Candidates should also have substantial exposure to leisure B2B distribution involving tour operators, destination management companies, wholesalers, connected partners, and fee-based commercial programmes. A proven record of managing senior external relationships at regional or global level is important. The role requires confidence negotiating with major distribution partners while protecting revenue, brand standards, and long-term commercial interests. Experience working across matrixed organizations is required because success depends on influence and alignment across Revenue Management, Business Intelligence, Digital and E-Commerce, Sales, Finance, global distribution teams, and regional leadership. Multi-market experience within MEA, APAC, or both regions is highly desirable. Candidates should understand the commercial differences between mature and developing hospitality markets and be able to adapt distribution strategies accordingly. Strong commercial judgment, analytical capability, executive communication, and the ability to translate complex distribution activity into measurable revenue outcomes are fundamental to the position.

Skills Set

• Hospitality distribution strategy
• Distribution channel management
• Channel mix optimization
• OTA strategy
• Bedbank distribution
• B2B distribution
• B2C distribution
• Tour operator distribution
• DMC partnerships
• Wholesale distribution
• Rate parity
• Rate integrity
• Distribution compliance
• Unauthorized distribution controls
• Brand integrity
• Partner value management
• Strategic partner negotiations
• Distribution economics
• Revenue management
• Commercial strategy
• Topline performance
• Channel revenue optimization
• Distribution analytics
• Business Intelligence
• Revenue forecasting
• ANAPLAN
• OTA investment governance
• Commercial planning
• Partner performance analysis
• Fee programme governance
• ALPP
• CTO
• ALO
• LOL
• Distribution connectivity architecture
• Market development
• MEA hospitality markets
• APAC hospitality markets
• Cross-functional leadership
• Matrix organization leadership
• RACI development
• Executive stakeholder management
• Travel trade relationships
• Competition law awareness
• Commercial performance reporting

Why Join Us

This role offers significant influence over how a global Hospitality organization manages distribution economics, channel strategy, and partner relationships across some of the world 's most diverse travel markets. The successful leader will operate across MEA APAC while shaping decisions that directly affect revenue capture, channel efficiency, rate integrity, and long-term commercial performance. The position also provides substantial exposure to regional and global commercial leadership, major international distribution partners, emerging travel markets, and cross-functional transformation initiatives. It is particularly suited to an experienced distribution executive seeking a strategic role with broad geographical scope, measurable revenue responsibility, and influence over the future direction of hotel distribution.

About the Company

Accor is a global hospitality group operating an extensive portfolio of hotel brands and accommodation businesses across international markets. Its commercial organization integrates distribution, revenue management, digital commerce, sales, and business intelligence to strengthen topline performance, improve channel economics, and connect hotels with travelers through both direct and third-party distribution networks.