Global Sales Account Manager - Groups & MICE

March 28

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Choice Hotels International

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Choice Hotels International is a prominent hospitality company specializing in hotel franchising. Known for its diverse portfolio of hotels, they focus on providing a wide range of accommodations, from upscale to economy. Choice Hotels is also involved in supporting local communities through its programs like 'Your Community, Your Choice. ' With a commitment to diversity, equity, and giving back, Choice Hotels aims to create rewarding career paths for its associates while contributing positively to society. The company also focuses on developing hotel ownership opportunities for underrepresented entrepreneurs.

Lodging Franchisor • Hospitality • technology

1001 - 5000 employees

Founded 1939

📋 Description

• Manage and nurture relationships with existing customers, identifying opportunities for growth within these accounts. • Maintain and develop relationships with existing customers. • Understand customer needs and ensure satisfaction with Choice products or services. • Monitor account performance, analyze trends, customer feedback, and market dynamics to develop strategies to maximize sales and revenue from existing accounts to grow room night revenue. • Work proactively to retain customers, handle contract renewals and negotiate terms to ensure mutually beneficial partnerships. • Address and resolve any issues or concerns raised by customers, ensuring prompt and effective solutions. • Conduct regular meetings and presentations with customers to discuss their account, our services, and how we can add further value to their business. • Stay informed about industry trends and developments to understand the competitive landscape and opportunities for account growth. • Identify potential customers through research, networking and utilizing various lead generation techniques/channels. • Generate and qualify leads by engaging with potential customers to understand their needs and determining how our products and hotel brands can meet those needs. • Understand their readiness to buy and capture market share driving incremental room night revenue to hotels. • Follow up with leads and nurture them through the sales cycle. • Initiate contact with customers through networking, industry events, and other communication channels, identifying key decision makers to secure new customers and grow/nurture high potential prospects. • Conduct market research to stay informed about the customer’s industry, competitive landscape, and market trends and gather feedback from prospects to develop sales strategies. • Educate potential accounts about Choice brands and product offerings and how these can address their needs or solve problems. • Convert prospects to high performing accounts to increase the corporate customer base. • Regularly update and maintain customer information in CRM system including contact details, account history, preferences, tasks, activities, customer meetings and interactions, formal contracts and agreements, etc. • Evaluate account performance and trends and proactively provide solutions to ensure account performance and continued growth. • Draft sales proposals and contracts, manage contract renewals, define account strategy and negotiate new/existing contracts. • Participate in sales, brand, product, system or process training. • Perform account planning, customer analysis, needs assessment, relationship mapping including identifying key decision makers and influencers. • Develop and document account strategy, detailed action plan and specific activities to drive room night revenue and increase market share/share of wallet. • Prepare and conduct customer Quarterly Business Reviews/Planning Sessions.

🎯 Requirements

• Ability to travel up to 25% - 50% • Location near major city – within 30 miles of major airport. • BA/BS degree or 5+ years of relevant experience. • Knowledge of sales and research systems including: TravelClick Reporting (optional) & SalesForce CRM • Independent self-starter with the ability to achieve corporate business objectives

🏖️ Benefits

• Competitive compensation and benefits, including medical, dental, and vision coverage • Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance • Financial benefits for retirement and health savings • Employee recognition programs • Discounts at Choice hotels worldwide