Account Director, South Asia

GENERAL SUMMARY:

Account Director, South Asia is responsible for PTG’s member hotel portfolio servicing and retention in the region. The primary responsibility for this position is to actively engage and collaborate with our member hotels and clients and deliver partnership ROI to them by optimizing PTG’s business capabilities. 

ORGANIZATIONAL RELATIONSHIP:

Account Director, South Asia reports to AMD, SAMEA.  The said executive will work closely with Hotel Revenue Optimization, Sales, Marketing, PR and Revenue colleagues in the region and globally to maximize on business opportunities for regional Member Hotels and regional operating profitability.

DUTIES & RESPONSIBILITIES:

ACCOUNT MANAGEMENT / MEMBER HOTEL RELATIONSHIP MANAGEMENT

•  Work in close collaboration with PTG’s Global teams to ensure effective support is provided to all PHR & BG hotels and PTG Consulting clients within the region. Develop Tool Kit for Member Hotels in the Region.to optimize all of the resources of Preferred Hotels on a Global and Regional Level.
• Work closely with AMD/RD and collaborate with Vice President, Hotel Revenue Optimization to optimize production for Member Hotels in the region, with an objective to also ensure share-shift to PHR Member Hotels.
• Execute new member hotel Training & Orientation on the Sales function including Global & Group Sales (STAR process, Leisure programs, Preferrednet, iBid, Cvent Lanyon, etc.).
• Be the liaison between Member Hotels in the region and PTG’s Global & Group Sales teams.
  • Provide consulting to regional Member Hotels on Sales strategy and work on an Action Plan to maximize support from PTG’s Global & Group Sales network, to ensure a successful partnership.
  • Provide end-to-end support on the RFP process to Member Hotels in the region with focus on Corporate segment. This would include but is not limited to – helping analyze & identify key retention and acquisition accounts, supporting with business case submissions, follow ups for RFP solicitation and acceptance, rate loading & mapping coordination, and driving market share. 
  • Work closely with regional Revenue Optimization and Sales team on Production Workbook and A360 Report Analysis and follow through the action points with Global Sales Teams as well as member hotel Sales contacts, to support with market share penetration.
  • Support Resorts and Member Hotels focusing on leisure business by helping them identify & execute potential opportunities with luxury leisure travel organizations such as Virtuoso, Amex FHR, etc.. and PTG’s proprietary programs such as Preferred Platinum, Twenty by Preferred, etc..
  • Work with PTG Group Sales Team to drive leads into Member Hotels in the region by providing them with MICE specific presentations, share regular updates and special offers from Member Hotels in the region.
  • Identify and execute regional opportunities to drive Leisure, Corporate and MICE business into regional Member Hotels, in collaboration with the Sales colleagues in region.

• Execute Partnership and Business Reviews along with AMD/RD/Revenue Optimization team. Conduct formal, scheduled, operational reviews with each hotel/partner/client in the region on a regular basis and provide support as required.
• Provide the first point of contact and facilitate all communication with PHR, BG & PTG Consulting for member hotels/partners/clients in the region. Identify key decision makers and influencers in order to build strong business relationships.
• Maintain regular contact with all hotels & clients in the region by personal visit, telephone, and regional meetings.   Deliver all product training necessary.
• Provide timely scheduled and, as assigned, ad hoc status reports on areas of responsibility.
• Renew, with support of the team, all existing member hotel contracts and PTG Consulting clients in a timely manner.
• Monitor, manage and have primary responsibility for Accounts Receivable of regional clients with support of central PHR finance team. 
• Work toward and report on the achievement of regional and position specific goals as defined by the company’s and the region’s annual goals.

QUALIFICATIONS

• Completion of a university degree program or equivalent.  
• 15+ years of hospitality industry experience as a combination of Operations, Commercial (Sales/Marketing/Revenue Management), Account Management required.
• A proven track record for developing customer relationships and strategic results-oriented programs.
• Fluency in spoken and written English.
• Outstanding communication and persuasion skills, both written and verbal.
• Competency in the use of business software for communications and presentations.
• Strong business acumen, analytical and multi-dimensional strategic-thinking skills required.
• Strong knowledge of electronic distribution channels for hotel and travel industry. 
• High energy and commitment required.
• Strong team-work and team-building skills required.
• Experience with global markets, cultural awareness and international “thinking” helpful.

WORKING CONDITIONS

This role follows a hybrid working model, with a base at the Preferred Travel Group office located in New Delhi.  Associates are generally expected to work from the office 2-3 days per week, allowing for a balance of in-person collaboration and flexible remote working. During onboarding and training, you may need to be in the office more frequently, requiring flexibility.

Incumbent on the field most of the time, Travel 30-40% of time as appropriate to support the overall expectation of the position.

REQUIRED INTERNAL TRAINING

1. Orientation
2. Detailed introduction to CRM
3. Detailed induction to PTG’s business review tools and processes
4. PTG member hotels and team knowledge 
5. Introduction to PTG pricing & development process
6. Introduction to PTG reports – P&L, AR etc.
7. Education and guidelines of PTG Brand Standards and all programs

DISCLAIMER

The above information on this description has been designed to indicate the general nature and level of work performed by associates within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.