Account Optimization Manager
6 days ago
The role of the Account Optimization Manager reports to the Area Manager and is responsible, alongside the Account Manager, for developing and establishing strong relationships with hotel partners ensuring they have a clear understanding of our value proposition and the different tools to maximize their revenue growth with us. Building rapport and trust via consultative approach with partners is a crucial aspect of Account Optimization Manager’s role in their portfolio management.
This role is mainly responsible for maximising and optimising our partner´s revenue, profitability and occupancy through strategic inventory management (tactical offers and campaigns, availability management, maintain the differentiation and competitive position in the marketplace, identify key opportunities via comprehensive analysis on market demand, competition and client/market trends and behaviors, always aligned with the company goals and objectives to meet or exceed commercial targets.
Responsibilities:
Partnership building
- Building rapport and knowledge-based trust
- Drive joint-value tactical proposals catered to partner needs
- Attending to industry events and engaging in networking opportunities to strengthen relationships and stay connected with our key partners
- Ensure the supplier has a clear understating of Hotelbeds and its possibilities (Marketing packages, Markets and clients' promotions, tools and new processes …) that it allows to optimize the income of each hotel.
Portfolio and performance management
- Monitoring the Performance and KPIs for each hotel and cluster, working closely with the Account Manager to ensure the right conditions are in place at all times
- Identify opportunities via comprehensive market trends analysis
- Understand and correlate commercial conditions with business impact (increase in conversion rates)
- Assist to regular performance reviews with the Account owner and line manager to identify areas of improvement and agree on strategic action plans
Contracting Quality optimisation & Tactical opportunities materialisation
- Understand your portfolio´s potential and adapt the proposal to meet our partners needs in tactical and data-driven approach
- Identify the key elements to optimize within the overall contracting quality that will drive the increase in conversion rate and materialize the hotel´s or cluster potential
- Identify key tactical opportunities aligned to the partner´s strategy (markets, lead times, volume growth in certain customer segments, etc.)
- Focus on strategic inventory management (availability in key periods and the right rate and the right time for the right customer is in place)
- Maintain the competitive advantage in the marketplace (agreed differentiation or parity against competitors, as well as hotel´s competitive position)
- Propose and negotiate with key partners the participation in regional and global campaigns
- Optimize distribution and market exposure
- Collaboration
- Work very closely with the account manager towards mutual goals and objectives
- Work closely with the Direct channel specialists' team to optimise the existing deals (if needed)
- Maintain close relationship with other Account Optimization Manager to foster collaboration and best practice sharing
- Work closely with other departments to ensure smooth operation (marketing, operations, commercial enablement hub, SPA specialists, commercial optimisation, competitiveness, etc.)
Digital & Self-set approach
- Ensure the partners have a clear understanding of our digital campaigns with insight and recommendations as well as the partner portal capabilities to incentivize the proactive interactions to be done directly by the partners and become more efficient
- Support partners on the training and guidance on the best approach towards the actions recommended from the digital campaigns and the options available in the partner portal for self-set
- Work closely with partners on the ChM mapping combined with hotel portal to cover all their needs and increase their active interaction with our tools
Tools and Processes adoption
- Ensure the usage and adoption levels of the company tools or processes agreed with area manager
- Active participation in the usage of any new tool and process implemented as well as providing constructive feedback towards its constant improvement
- Ensure continuity of the usage and adoption of tools and processes aligned with the company objectives
- Collaborate with the decision on standarization across the region to ensure consistency and efficiency
Capabilities:
- Market Analysis and Competitive Intelligence: Assess the competitive landscape, identify trends, and understand partner needs to inform strategic decision-making.
- Relationship Management and Partnership Building: Build strong relationships with partners, represent HBX values, and tailor solutions to meet their specific needs.
- Commercial Acumen and Negotiation Skills: Master the negotiation process, structure optimal commercial agreements, and optimize the use of Hotelbeds' tools and technology to drive business growth.
- Business Development and Planning: Identify new business opportunities, develop comprehensive business plans, and prioritize initiatives based on business fundamentals.
- Data Analysis and Insights: Leverage data and insights to inform decision-making, optimize performance, and identify areas for improvement.
- Teamwork and Collaboration: Collaborate effectively with internal and external stakeholders, sharing knowledge and aligning efforts to achieve common goals.
- Agility and Adaptability: Demonstrate the ability to thrive in a dynamic environment, embrace change, and think creatively to overcome challenges.
Experience:
- Few years' experience in commercial roles with direct contact with customers
- Previous experience in negotiation with customers
- Excellent in English spoken and written
- Account planning
- Account Optimization
- Data into insights
Qualifications:
- Excellent communication skills, in the local Language and English
- Excellent interpersonal skills and strong cultural versatility and empathy
- Passionate about customer satisfaction, with a personal commitment to organizational excellence
- High values and high standards of personal integrity
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