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Hospitality Account Manager

Date: Feb 5, 2019

Location: Richmond, GB, TW9 2QE Richmond, GB, TW9 2QE

Company: Sabre

Req ID: 46807

Job Family: Sales

 

Sabre Corporation is a leading technology provider to the global travel and tourism industry. Sabre’s software, data, mobile and distribution solutions are used by hundreds of airlines and thousands of hotel properties to manage critical operations, including passenger and guest reservations, revenue management, flight, network and crew management. Headquartered in Southlake, Texas, USA, Sabre operates offices in approximately 60 countries around the world. Sabre posted $3.2 billion in revenue in 2014 and employs approximately 10,000 people globally through its three business units – Sabre Travel Network, Sabre Airline Solutions and Sabre Hospitality Solutions.

Job Profile

Be part of an exciting reseller Accounts Team who will lead the organization in executing on our vision of creating consistent, consultative engagement with our top clients in order to create long term relationships and maximize growth for both our clients and for Sabre.

The reseller Account Manager is responsible for managing a select few of Sabre Hospitality’s reseller accounts within EMEA.  This role is critical for building and maintaining strong relationships and maximizing our clients’ results (in turn maximizing Sabre’s results). This role will be empowered to make relationship, revenue and product impacting decisions on a regular basis.

The ideal candidate will be able to:

  • Effectively represent all products and services Sabre Hospitality has to offer and think outside the box to help clients find the right solutions for their business problems.
  • Monitor performance and proactively provide clients with recommendations to optimize results based on their goals and objectives
  • Understand client overall performance and strategy to facilitate future budgeting of anticipated revenues
    • Business mix (CRS and non-CRS)
    • Annual forecasted client growth
    • Active participation in SHS budget process, bottom up approach
    • Establish financial plan of action to increase overall customer profitability with the goal of client GP% >60
  • Truly understand the reseller needs and consult with them on the most effective solutions Sabre can offer
    • Pipeline should be minimum 70% new sales, 30% natural growth
  • Positively effects the relationship between the company and a client, from both a financial & product standpoint.
  • Coordinate across departments and teams to ensure program and contract deliverables are met in a timely fashion and meet/exceed expectations
  • Negotiate, develop, interpret and execute on client contract.
    • Understand key clauses within customer contracts
      • Not limited to but including specific SLA’s, minimums, termination periods, renewal dates, etc.
  • Follows internal processes to ensure margins are positive and pricing is in-line with Sabre strategy
  • Be savvy in creating presentations that tell a compelling story, are engaging and effective in communicating a strong, productive end in mind
  • 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.
  • Be proactive in identifying the needs of the global partners to assist them to grow and promote our products and services.
  • Ensure contractual obligations are met from both client and Sabre and smartly and thoughtfully manage renewal process
  • Coordinates across the various functions within Sabre to ensure clients requirements are handled appropriately and in a timely manner
  • Hold both the client and Sabre accountable for deliverables and decisions to keep projects and programs moving forward
  • Have a finger on the pulse of all major client/Sabre activities and initiatives and find new opportunities with the client
  • Act as an escalation point by proactively and diplomatically ensuring issues/potential issues are directed to the correct owner internally to ensure appropriate and relevant internal support is in place to support customer needs.
  • Log and manage all opportunities via Salesforce for accurate forecasting.

Job Requirements

EDUCATION

  • Bachelor’s Degree from an accredited university or equivalent (not mandatory)

 

EXPERIENCE

  • A minimum of 5 years of industry related account management experience required
  • Knowledgeable of hospitality centric technology and systems with strong technical aptitude
  • Proven track record of exceeding sales quotas and revenue goals
  • Passionate about the hospitality industry
  • Fanatical focus on customer success
  • Ability to interpret analytics to highlight actionable data and tell a compelling story around performance and results
    • GP, EBITDA, Top and bottom line profit, ROI, forecast and budgeting, etc.
  • As this is GPP AM account management role, candidates are empowered and should be proactive and be able to work on their own initiative.
  • Act as a mentor to Account Managers by demonstrating and communicating initiatives, approaches, successes and lessons learned
  • Can create convincing proposals, documentation and presentations
  • Excellent presentation, oral and written communication skills delivering complex solutions in an easy to understand manner
  • Ability to identify, communicate, and connect with key decision makers
  • Ability to lead and direct multiple projects and initiatives simultaneously
  • Attend industry functions and lead in person meetings with clients; travel in line with business requirements
  • Languages (Preferable)
  • Strong interpersonal skills:  Ability to communicate at all levels within an organization
  • Exceptional time management and organizational skills
  • Exceptional attention to detail
  • Must possess advanced computer software skill
  • Technical/systems knowledge (preferable)
    • Advanced Office 365 skills
    • Sales Force CRM tool
    • SynXis suite of products
    • Working knowledge Hospitality systems, such as but not limited to PMS, RMS,  and BI tools

 

 

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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