About this role
This is where your greatest challenge awaits:
Join Astore, Accor's global procurement organization (GPO), designed to deliver value to hotels and partners through competitive sourcing, expert category management, digital purchasing solutions and a strong supplier ecosystem. Astore supports both Accor-branded and non-Accor customers in optimizing purchasing performance, enhancing operational efficiency and improving customer satisfaction.
Astore operates in a commercial environment where procurement adoption is not mandatory for the Accor hotel network, and where growth also depends on the ability to attract and develop third-party customers. The role therefore requires a strong ability to promote Astore's solutions, demonstrate their tangible value and build long-term customer trust — combining a farmer mindset to grow and retain the existing portfolio with a hunter mindset to identify, recruit and convert new business opportunities.
Your mission:
The Executive Director, Business Development Europe (excluding France), is responsible for driving the sustainable growth of Astore's business across the zone, maximizing customer satisfaction and delivering the regional P&L objectives.
Leading a multicultural team of 10 Business Developers across Europe, the role combines strategic leadership, commercial development and stakeholder influence to strengthen Astore's value proposition and accelerate customer adoption and recruitment across the region.
Acting as a key ambassador of Astore internally and externally, you ensure alignment between customers' expectations, business priorities and cross-functional initiatives.
Your playground:
Lead and develop a multicultural team of 10 Business Development experts across EuropeDrive business growth across 10 mature European markets (UK, Germany, Poland, the Netherlands, Belgium, Switzerland, Portugal, Spain, Italy and Luxembourg) and emerging European growth zones (the Balkans, the Mediterranean, CEI, Central Europe, the Nordics and the Baltics), where the sourcing offer and customer approach still need to be developedManage a portfolio exceeding 2,000 hotels, including a significant base of non-Accor customersOversee ~€900M+ in annual purchasing volume, accounting for ~40% of the ENA (Europe and Northern Africa) region's total spendYour main missions are structured around 3 pillars:
1. Team Leadership & People Development
Define and communicate a clear vision, strategy and objectives for the Business Development zoneCoach, mentor and develop team members to maximize engagement, performance and career growthFoster a culture of accountability, collaboration, customer centricity and continuous improvementDrive excellence through effective performance management and regular business reviewsPromote the adoption of digital tools, CRM discipline and data-driven decision-making2. Business Performance & Growth Management
Define and execute the regional business development strategy in alignment with Astore's ENA growth ambitionsDrive revenue, spend, capture rate and profitability growth across the customer portfolioAcquire and develop new customers, including hospitality businesses operating outside Accor brandsMonitor business performance through KPIs, dashboards and market analysisIdentify growth opportunities, market trends and customer needs to continuously improve Astore's value proposition3. Leadership, Influence & Strategic Stakeholder Management
Build strong relationships with hotel owners, investors, operators and key decision-makersInfluence senior internal stakeholders across Operations, Development, Finance, Marketing, Digital, Design & Technical Services and Procurement teamsRepresent Astore at executive-level meetings, customer events and industry forumsLead complex negotiations and strategic commercial discussions with key accounts And you?
Bachelor's or Master's degree in Business, Hospitality Management or a related fieldMinimum 10 years of leadership experience in hospitality, procurement, sales, business development or related industriesProven experience leading multicultural and geographically dispersed teamsStrong P&L management and commercial acumenDemonstrated ability to influence senior stakeholders and drive organizational changeExcellent communication, negotiation and relationship-building skillsStrong analytical and strategic thinking capabilitiesFluent in English; German is considered a plus 💡 Why join us?
And what are our commitments?
To the world
Accor is committed to the world around us, with a strong employer culture focused on the development of our 300,000 talents.We adopt a continuous improvement approach to reduce the environmental impact of digital across all our projects.To your career
We enable all our employees to maintain a healthy work-life balance and give them the means to shape their working environment in their own image.Dedicated Talent Management, continuous improvement, and training and development paths are defined both individually and collectively so that we can grow together, every day.Concretely, at Accor:
Remote work possible several days per week from France and flexible working options: work from home, our offices, or even our hotels and coworking spaces thanks to Worklib.And also,
ALL - Heartist® program: preferential rates and flash offers for unforgettable stays and experiences across all our Accor locations and with our partners worldwide.Heartist® for Good volunteering program: 1 day offered during your working time to get involved with a non-profit organization.A Social and Economic Committee (CSE) that supports you in financing your cultural and sports activities.Sustainable Mobility Package for using an eco-friendly means of transportation or a "company bike" program in partnership with Zenride.Coverage of urban public transport subscriptions between home and workplace, up to 75%.Meal vouchers with a face value of €11.A mandatory health insurance plan funded at 50% by Accor, at no additional cost in case of enrollment of your dependents.Not to mention attractive working conditions with collaborative workspaces, restaurants, game areas, as well as well-being and sports spaces on site or through Gymlib.Your talent and motivation are our only selection criteria.
We value the richness of diverse nationalities, personalities, and professional backgrounds.
We know how to adapt to the specific needs of our employees, particularly those with disabilities.
We encourage all applications, without distinction of gender, so dare to apply!
For us, recruitment is above all a story of encounters.
Does this role appeal to you? Apply, and we will offer you:
An initial discussion with our recruitment team to present the key elements of the role or guide you toward a position that may better suit you,One or more interviews with managers and team members,For certain roles, you may also be asked to complete a test or case study, as well as a questionnaire about your personality and motivations.A final interview with our Human Resources team to discuss our Group culture, working environment, training program, and career prospects, as well as the different Group benefits.Personalized feedback.