Due to the size and reach of the client, the accounts you will be dealing with are extremely prestigious.

The Role

Client Relationship Management:

• Manage and develop multinational account portfolios.
• Build and maintain strong, long-term relationships with key clients to encourage loyalty and collaboration.
• Aim to drive and maximize revenue and market share growth from each account with focus on increasing volume within the EU.

Rate & Contract Negotiation:

• Manage contract negotiations and renewals and propose new services and
  properties to increase market share.
• Develop the number of RFP and properties selected, but also the business cases managed at Global level and especially their coversion.
• Develop transient revenue (which comes from contracting) but also identify any opportunity to develop LS and groups

Performance Monitoring:

• Schedule quarterly reviews with travel managers and local sales managers.
• Conduct business reviews, report on activities, analyze client data, and find
  opportunities for improvement.

Strategy Development & Team Collaboration:

• Develop strategies to enhance account performance. Refine and implement
  strategic account plans.
• Lead and coordinate efforts with global and regional sales teams, hotel operations, and other functional groups to ensure smooth service delivery and effective post-sales support.
• Build strong relationships with the Global Sales team to increase market share and expand opportunities across the EU portfolio.
• Collaborate with regional sales managers to effectively manage local clients,
  gather key insights and understand competitor strategies.

• To have franchises and management contracts referenced within contracts and to promote them

Proactive Approach / Market Expert / Trusted Advisor:

• Listen to and understand each account’s needs, providing tailored solutions
  to maximize returns for both the client and the business.
• Actively seek new opportunities based on market trends and economic analysis.
• Keep stakeholders updated on progress, highlight brand differences, and
  participate in various events and sales activities

The successful candidate will be/ have:-

• Minimum of years of experience in senior Sales management roles, preferably within a multi-country or regional context. Experience with multiple brand segments (3-star, 4-star, 5-star, lifestyle) is highly desirable.

• In-depth knowledge of major accounts with strong hotel needs in different market segments

• In-depth knowledge of European hospitality market (competitions, market characteristics, trends, loyalty programs)

• In-depth knowledge of Distribution and key players (TMC, agencies networks, OTA)

• Strong leadership, communication, and interpersonal skills. Proven ability to manage key accounts operations and drive performance. Creative and innovative mindset.

• Ability to understand the functioning of complex organizations and to build a network of trust.

• Proficiency in English is required. Additional European languages are highly desirable.

• Willingness to constantly find new development opportunities across Europe and even worldwide as needed.

Kellan Group (including all of our brands, Berkeley Scott and Xpress Recruitment) are committed to promoting equal opportunities to people regardless of age, gender, religion, belief, race, sexuality or disability. We operate as an employment agency and employment business. You'll find a wide selection of vacancies on our websites