Job Description

Job Title Commercial Head, Hospitality APAC

Common accountabilities:

- Manages large, potentially diverse teams of Managers and/or Senior Managers. Typically manages an Area within a Sub Function or acts as Director in his/her absence.\xe2\x80\x8b

- Deep understanding of industry and business. Defines a vision for the department in line with the global strategy and translates it into a concrete action plan. Provides input to functional or departmental strategy and assists the Director in the definition of the budget for the area.\xe2\x80\x8b

- Navigates organizational complexity, develops plans and delivers results in fast-changing businesses and complex environments.

Specific accountabilities:

Sales Planning

• Develop the sales and renewal strategy for geographic sub-region in line with BU LTP, working in close collaboration with Account Management and Markets teams.
• Review and contribute to the regional pipeline and prioritisation of opportunities in line with LTP.
• Review product and solution mix in line with opportunities in the region and recommendations to the organisation.

Sales Engagement Strategy

• Qualify opportunities raised by account management in terms of solution fit and revenue potential.
• Develop and take ownership of the sales strategy, the relationship mapping and the planning for each engagement, with support of account management.

Bid Management

• Lead large to extra large deals. Take full ownership of bid management process from start of the engagement to contract signature.
• Is responsible for the definition, structuring and analysis of the commercial framework.
• May be supported by Sales Manager on the more complex deal in order to concentrate on bring leadership and strategic thinking to the bid.

Contract Negotiations

• Manage the contracting plan and lead the entire negotiation process from drafting to contract signature.
• Prime entry point for customer negotiation team.
• Structure the negotiation framework in line with BU objectives and legal criteria.
• Coordinate internal contract negotiation team.

Post contract

• Hand over contract to Account Manager and Program Manager.
• Provide clarifications and support resolutions of commercial issues to the rest of the BU organisation.
• Share objectives of the execution of the Customer implementation in line with business case.

About ideal candidates:

Bachelors Degree or equivalent experience , with minimum of 15 years of previous experience within the hospitality or travel industry or as a Senior Leader within a Hospitality Company

Must have an understanding of the hotel business; experience in the hotel industry a major asset. Good understanding of the travel & distribution industry in general.

Sales & Marketing knowledge of Hotels & Emitting Markets within assigned geography

Excellent negotiating skills, results & outcome driven

Fluent spoken and written English plus regional languages

Diversity & Inclusion

We are an Equal Opportunity Employer and seek to hire the best candidate regardless of age, beliefs, disability, ethnicity, gender or sexual orientation.

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