Description
The sales and account management team is a highly demanding team, driven by their eagerness to increase SOW, operates fast and efficiently in order to meet targets and deliver great service to our customers.
This role will involve managing a varied portfolio of hotels and chains, you will be responsible for setting the vision and strategy for each account, identifying opportunities to deepen partnerships with our clients. Together, we will focus on deploying superior account planning and a consultative sales approach to maintain a high level of service and increase penetration in existing accounts.
Role and Responsibilities
1. Serve as a strong advocate for clients within Sabre, effectively navigating the complexities of a large, virtual organization to identify and collaborate with the right stakeholders, ensuring timely execution on behalf of the client
2. Evolve annual territory sales strategy and execution; perform ongoing market landscape analysis and market research to identify top opportunities and risk
3. Implement and maintain effective sales management practices to deliver accurate and up-to-date revenue projections and pipeline forecasts, supporting business growth
4. Extensive understanding of market landscape, including knowledge of key players, knowledge of the competitive landscape, key trends, opportunities, and challenges
5. Proven experience selling and driving negotiations to a successful close
6. Truly understand our customer needs and consult with them on the most effective solutions Sabre can offer
7. Follows internal processes to ensure margins are positive and pricing is in-line with Sabre strategy
8. Demonstrate a professional presence and business acumen, coupled with articulate and consultative oral and written communication skills.
9. Critical thinking skills with the ability to anticipate potential issues and suggest creative alternatives to overcome barriers
10. Ability to interpret analytics to highlight actionable data and tell a compelling story around performance and results
11. Ability to lead and direct multiple projects and initiatives simultaneously
12. Understand client overall performance and strategy to facilitate future budgeting of anticipated revenues:
13. Negotiate, develop, interpret and execute on client contract
14. Make decisions based on keeping the three main pillars of our team always in balance: client satisfaction, employee satisfaction and fiscal fortitude
15. Monitor customer performance and proactively provide clients with recommendations to optimize results based on their goals and objectives
16. Be savvy in creating presentations that tell a compelling story, be engaging and effective in communicating a strong, productive end in mind
17. Be comfortable with playing a wide range roles based on what the client needs from Sabre including Project Manager, Researcher, Technical Expert, Innovator, Collaborator, Entrepreneur and Relationship Lead.
18. Hold both the client and Sabre accountable for deliverables and decisions to keep projects and programs moving forward
19. Have a finger on the pulse of all major client/Sabre activities and initiatives and find new opportunities with the client
20. Attend industry functions and lead in person meetings with clients; travel in line with business requirements
21. Log and manage all opportunities via Salesforce for accurate forecasting; utilize available tools and resources to be self sufficient
Roles Requirements
22. 2+ years of experience in Hospitality is essential, ideally in Revenue Management or hotel technology
23. Degree in hospitality/business or equivalent and desire to grow within the technology and hospitality sector.
24. German language fluency is essential
25. Excellent ability to collaborate and work effectively in a team environment, including both regional teams and global teams. Ability to forge solid internal relationships.
26. Experience managing multiple projects.
27. Self-directed with a start-up mentality. Resourceful, innovative, and adaptable. Comfortable in a rapidly evolving environment, and skilled in change management
28. Advanced Excel, (inc. Pivots, VLOOKUP & Conditional Formatting)
29. Advanced Word, and PowerPoint
30. Excellent written and verbal communication skills. Fluency in English and Italian is a must.
31. Presentation skills – translating numbers & trends for wider audience.
Personal Skills
32. Unafraid to challenge others, to hold themselves and others to account
33. Set and maintain high standards
34. Analytical mindset, excellent data skills
35. Detail driven
36. Ability to work under pressure and at a high pace, empowered to work on their own initiative
37. Can tell a compelling story and have great presentation skills
38. Good prioritization & time management skills
39. An ability to work cross-functionally and influence decision making
40. Take personal responsibility to meet commitments and actively seeks additional responsibility
41. Team player with exceptional communication skills
42. Desire to grow and evolve
We will give careful consideration to your application and review your details against the position criteria. You will receive separate notification as your application progresses. Please note that only candidates who meet the minimum criteria for the role will proceed in the selection process.
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