Account optimization manager
1 week ago
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 Ch M 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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