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Director of Sales Supplier Solutions France (m/f/d)

City:  Paris
Job Function:  Sales
Job Area:  Sales
Seniority Level:  Director
Date:  May 12, 2023


HRS is reinventing the way businesses and governments work, stay and pay in today’s dynamic global marketplace. HRS’ advanced platform technology is extending its reach beyond hospitality to meetings, office space management, payment efficiency and crisis recovery.

Beyond cost savings in the global post-pandemic economy, HRS clients gain from an unrivaled focus on essential aspects including safety, security and satisfaction.

HRS is also recognized for its award-winning Green Stay Initiative, technology that helps corporate hotel programs achieve their NetZero targets, and its groundbreaking Crew & Passengers Solution, which leverages automation to elevate experiences for air and rail operations.

Founded in 1972, HRS works with 35 percent of the global Fortune 500, as well as the world’s leading hotel chains, regional hospitality groups and payment providers.


With a strategic roadmap our global sales organization is able to ensure the highest level of consulting, delivery and operational excellence. Furthermore, the kind of top level standards is ensured by applying the global standard methodologies and data-driven quarterly business reviews (QBR) with the clients.


We are looking for a Paris based Director of Sales Supplier Solution (m/f/d) to lead the team and prioritize sales activities with our hotel partners. The Director of Sales is responsible for leading the Supplier Solution team to engage with and sell to independent hotel partners, regional chains and global chains. As the first line of communication with our hotel partners, you have a strong understanding of the sales process, excelling at identifying trends, developing new relationships, and setting our sales team up for success. This role is critical in scope and responsibility and is key to achieving company growth.


  • Lead, coach and motivate a team of Hotel Account Executives to exceed sales targets.
  • Plan, implement and execute Supplier Solutions sales strategies and initiatives in (location).
  • Own and manage strategic chain partnerships in (location), in close collaboration with GSR team.
  • Steer the Effective Commission Rate in (location) by negotiating consortia commissionable rates in top corporate hotels with high production of net corporate rates in order to offer a win win deal to corporates (better rates) and to hotels (more volumes, even if commissionable) and to ensure better EBITDA for HRS.
  • Ensure relevant hotels embrace HRS Work Solutions and use efficiently/effectively the digital HRS tools for meetings, groups, events and long stays. 
  • Ensure full availability of hotels’ inventory in HRS booking channels and coordinate with the connectivity team the hotels’ coverage of corporate needs through third parties (e.g. Expedia, in secondary destinations. 
  • Identify and develop new market opportunities and lead regular team cadence and reviews.
  • Plan, develop and implement the growth strategy for the assigned hotel partners, identifying and addressing key marketplace needs that can benefit most from revenue optimization initiatives.
  • Lead and manage sales relationships through a full lifecycle, including identification, approach, negotiation, closure, contract support, long-term relationship management.
  • Prepare client proposals, contracts and directly engage in negotiations.
  • Own and lead strategic projects in collaboration and alignment with corporate headquarters.
  • Proactively communicate & collaborate with Enterprise Solution sales, Marketing and Global teams in order to achieve the best results for our partners and HRS.
  • Maintain a deep knowledge of the Supplier Solutions ecosystem and act as a national representative and industry thought leader for HRS Group.


  • Bachelor’s degree with at least 5 years of relevant work experience in the hospitality or travel tech industry, preferably in the field of sales, marketing or hotel sourcing. 
  • Thorough knowledge of Business Travel industry and experience of C-level network and negotiation skills with supply community.
  • Proven creative problem-solving approach and strong analytical skills with a history of exceeding sales targets.
  • Proven track record leading a commercial team and prospecting, closing, and delivering on customer success commitments.
  • Ability to deliver a complex value proposition utilizing solution selling and consultative approach to clients and partners across large markets.
  • Unparalleled interpersonal and communications skills to effectively present the end-to-end HRS value proposition.
  • Skilled in working with cross-functional teams within a matrix organization, interpreting data and identifying trends to successfully drive strategic initiatives.
  • Ability to deliver new business strategies in a fast-paced environment and work across multiple time zones. 
  • Passion for permanent change and innovation inspired by customer centricity.
  • Ability to operate in CRM to track activities, contacts, accounts, leads and opportunities.
  • Fluency in English and (based on location) language, spoken and written (other European languages are a plus).


Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay.

Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable.


The attractive remuneration is in line with the market and, in addition to a fixed monthly salary, all necessary work equipment and mobility, will also include an annual or multi-year bonus.

Req ID:  16906

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