Director of Development – Commercial & Residential Services (2024)

Accor is a world leader in the hotel industry, present in 110 countries, with more than 5,000 hotels and 10,000 restaurants and bars. The group deploys an integrated hotel ecosystem that is among the most diversified in the sector, notably associating luxury and high-end brands, mid-range and economic offers, exclusive lifestyle concepts, venues for shows and entertainment, clubs, restaurants and bars, private residences, shared accommodation, concierge services and co-working spaces. Accor thus has a portfolio of incomparable brands, led by more than 300,000 employees around the world. More than 65 million members benefit from the group's complete loyalty program, ALL - Accor Live Limitless.

Job Description

This role is pivotal in driving the expansion of Hospitality Services & Lounges and serves as a strategic Business Partner to the business unit. The position requires prompt delivery of proposals and stakeholder responses, optimizing the chances of securing new deals.

• Strategic Responsibilities and Relationships: Drive AccorHotels' growth strategy in the Pacific by building key industry relationships, pursuing cross-sell opportunities, securing off-market deals with agents and brokers, generating new business leads, and targeting industries for hotel development as complementary to their core business.
• Development Pipeline: Secure and expand AccorHotels' development pipeline across Australia by responding to RFPs, preparing and reviewing forecasts, and negotiating management agreements to achieve optimal outcomes.
• Deal Compliance: Ensure all deals comply with internal protocols, undergo legal review before execution, meet commercial parameters like ROI and IRR, and keep key Pacific Extended EXCOM members informed during negotiations.
• Financial Performance: Understand the value Accor brings to clients and the ROI for customers and partners, structure favorable commercial terms to secure the pipeline, and evaluate the financial impact on AccorHotels for all activities and commitments
• Market insights: Monitor key market trends, build partnerships with relevant stakeholders, and analyse competitors to identify potential acquisition opportunities

Act as an AccorHotels ambassador by enhancing the company’s image and reputation, representing AccorHotels to key suppliers and partners, and actively promoting the brand's special offers, services, and facilities.

Qualifications

• Over 10 years of extensive experience in B2B solution sales within the commercial property sector or in a similar role
• Real estate license preferred but not essential
• Deep understanding of commercial real estate ownership, management, and tenant/customer experience concepts and terminology
• Proven track record in successful sales or pre-sales, ideally within the A-REIT property sector
• Strong network of contacts in the property sector to leverage for driving new business
• Demonstrated ability to work independently while effectively collaborating with the organisation

Additional Information

Suitably experienced and qualified applicants who currently have full working rights in Australia will only be considered.

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