Company Description

Minor Hotels is at the heart of the world’s most exciting cities, nestled on the world’s most beautiful beaches, and hidden within the most remote jungle retreats. Let us show you the world, from seamless city stays to exclusive safari lodges and luxury resorts on private islands.

Savour world-class dining at our collection of Wolseley restaurants, or sip cocktails with trendy socialites at SEEN. Embrace holistic wellness through revitalising therapies, or embark on the journey of a lifetime by train, luxury cruise or private jet.

Wherever your adventure takes you, we’re there. Discover the world with Minor Hotels.

Job Description

The Account Director is responsible for leading the implementation and execution of a strategic business plan, with a strong focus on driving new business opportunities while effectively managing and nurturing existing client relationships.

This role spans across all global and local market segments, including but not limited to Corporate, Travel Management Companies (TMCs), Professional Conference Organisers (PCOs), Sport & Entertainment, Leisure and Wholesale, Groups, and any other relevant segments contributing to business growth outbound to the Australia and New Zealand (ANZ) region - whilst also servicing the needs of Minor Hotels globally as required.

The Account Director will represent the full portfolio of Minor Hotels in Australasia and will report directly to the Group Director of Sales, with a dotted line reporting relationship to the Area Commercial Sales Director – India.

Strategic Planning

Develops and executes a 12-month strategic sales plan in partnership with the Revenue team, Group Director of Sales and Area Commercial Director (India) to achieve business objectives across all designated revenue channels. The plan specifically targets key market segments, including but not limited to Corporate, TMCs, PCOs, Leisure and Wholesale, and Groups, in alignment with the overall business strategy.

Regular reviews of the sales plan are expected, with adjustments made as necessary to ensure      

continued alignment with market conditions and business priorities.

Remain well-informed of high-need regions and/or properties and develop targeted action plans focused on driving revenue generation and addressing business opportunities within those areas.

 

Sales

Proactively identify and pursue new business opportunities (70%), negotiating optimal commercial outcomes that align with company objectives.Maintain and strengthen existing client relationships (30%) to maximise market share and elevate the ANZ region’s positioning across all key segments.Undertakes proactive sales outreach, marketing activities, and public relations initiatives as required while maintaining a comprehensive and up-to-date client database.Responsible for accurate distribution of hotel information and contracted rates.Represents the business at trade shows and industry events as directed by the Group Director of Sales, maintaining a strong brand presence and high profile for each property within the portfolio.Ensures all client-specific platforms, including internet booking sites and web-based agents, display current and accurate content. Coordinates with the online and web team to update relevant information as needed.Ensure all contracts are prepared with accurate, up-to-date information including block out periods and are maintained in an organised, easily accessible format for internal stakeholders and clients.Coordinate and execute familiarisation programs for key accounts and high-potential prospects, showcasing Minor Hotels across Australia and New Zealand to drive engagement and conversion.

Other responsibilities

Effectively balance relationship management and customer expectations with the strategic objectives of the relevant countries and regions.Utilise Minor Hotels’ reporting tools and systems efficiently, becoming proficient in platforms such as Minor Pro and any other relevant booking systems. Prepare accurate and timely sales reports as directed by the Group Director of Sales.Maintain regular communication with Hotel and General Managers across the ANZ region, with particular focus on priority or high-need properties.Ensure Hotel Managers are promptly informed of any guest complaints or positive feedback. Escalate significant issues to the Executive Hotel Manager or Customer Service team to ensure appropriate support and resolution.Maintain strict confidentiality regarding Minor Hotels Australasia’s commercial practices and strategic initiatives.Uphold a strong level of product and service knowledge to confidently promote and sell the full range of services and facilities across the portfolio.Ensure Key Performance Indicators (KPIs) are consistently met, with specific targets to be provided upon successful completion of the probationary period.

 

Capabilities

Demonstrated ability to work effectively with General Managers, Directors of Sales and Marketing, Global Sales Offices (GSO), and regional functional teams to achieve business objectives.Skilled in negotiating agreements that deliver the most profitable outcomes for the company.Experience in driving business to multiple hotels within the same city or state, maximizing regional market potential.

 

 

QualificationsPost Graduate Degree in Sales and MarketingMinimum of 10 -15 years of relevant experience in the hotel industryHigh computer proficiencyGood interpersonal skills with ability to communicate with all levels of employeesServiced oriented with an eye for detailsGood team working skills and able to work effectively and contribute in a teamGood presentation and influencing skillsMulticultural awareness and able to work with people from diverse culturesFlexible and able to embrace and respond to change effectivelyAbility to work independently and has good initiative under dynamic environmentSelf-motivated and energetic