Account Manager Hotel Chains
5 days ago
The role of the Account Manager Hotel Chains reports to the Area Manager Hotel Chains and is responsible for developing and establishing strong relationships with hotel chains in scope ensuring they have a clear understanding of HBX value proposition and the different tools to maximize their revenue growth with us. Building rapport and trust via a consultative approach with partners is a crucial aspect of an Account chains Manager´s role in their portfolio management.
Effectively optimize, manage and enhance their portfolio through the implementation of the Central Framework agreements as well as the negotiation of the right commercial conditions required in their area, as well as, integrating the ecosystem via tailoring the product offering. This role is also responsible of ensuring they meet or exceed performance and financial targets and focuses on driving profitability and differentiation as a competitive advantage as well as joint-value proposals to foster long-term relationships.
Partnership building
- Acting as the primary point of contact for hotel partners for the Large chains in scope
- Building rapport and knowledge-based trust
- Drive joint-value catered to partner needs
- Attending 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 client 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 chain, working closely with the Area Chains Manager and Central Framework agreements team to ensure the right conditions are in place at all times
- Identify opportunities via comprehensive market trends analysis and optimising all valid agreements with the hotel chain
- Understand and correlate commercial conditions with business impact (increase in conversion rates)
- Assist to regular performance reviews with the Area Chains manager to identify areas of improvement and agree on strategic action plans
Strategy implementation and delivery
- Implement and deploy the strategic plans communicated by the Regiona chains Managers and Area Chains manager aligned with the overall organizational goals and objectives
- Work on an strategic account planning by prioritising the right chain partner interactions at the right time
- Support the Ecosystem integration by tailoring the product offering to each partner needs (Roiback, MKT products, Data, Insurate, etc.)
Contracting Quality negotiation & optimization
- Understand your portfolio´s potential and adapt the overall proposal to meet our partners needs in a holistic approach aligned with the pre-stablished central framework
- Identify the key elements to improve the overall contracting quality that will drive the increase in conversion rate and materialize the chain´s potential
- Identify key opportunities aligned to the partner´s strategy (markets, lead times, volume growth in certain customer segments, etc)
- Identify strategic accounts to be acquired as part of the existing partner´s portfolio
- Negotiate differentiated conditions to ensure competitive advantages with key partners (aligned and respecting the pre-stablished central framework)
Collaboration
- Work very closely with the Area Chains Manager towards chain´s goals and objectives
- Work closely with the account developers on the transition of hotels and cluster to be moved to Prime Partners under Chains teams
- Work closely with the Direct channel specialists team to accelerate the Ecosystem deployment and new deals acquisition
- Maintain close relationship with other account chains managers 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)
Tools & Processes adoption
- Ensure the usage and adoption levels of the company tools or processes agreed with area chains 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
Digital Marketing
- Work closely with marketing teams (aligned with team leader) on the marketing strategies to promote and ensure the right exposure for the chains in scope within the B2B segment
- Monitor and analyze the effectiveness of those marketing activities to demonstrate the value to our hotel chains partners
Capabilities:
- Market Expertise and Relationship Building: Demonstrate a deep understanding of the hotel landscape, build strong partnerships, and tailor solutions to meet individual hotel needs.
- Commercial Acumen and Negotiation Mastery: Master the negotiation process, structure optimal commercial agreements, and optimize the use of HBX' tools to drive business growth and profitability.
- Business Development and Planning: Identify new business opportunities, develop comprehensive business plans, and prioritize initiatives based on business fundamentals.
- Data-driven decision-making: Leverage data and insights to inform decision-making, optimize performance, and identify areas for improvement.
- Product and Revenue Management Expertise: Possess a deep understanding of Hotelbeds' product portfolio and hotel revenue management principles to optimize pricing and inventory strategies.
- 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:
- Previous experience in commercial roles with direct contact with clients
- Previous experience in contracting and negotiation with customers
- Excellent in English spoken and written
- Account planning
- Account Growth Plans
Qualifications:
- Bachelor's or master’s degree in business administration, Tourism Management or similar
- Proficient level of English and any additional language would be advantageous
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