Director Key Accounts Expedia Newport Beach

Job description
As the Director of Key Accounts - North America, your primary job function is to lead a team responsible for establishing and fostering superior partner relationships with key hotel chains. In addition, you will be responsible for managing the top 2-3 revenue-producing key accounts for the region and leading the sales effort in establishing and negotiating new and existing account contracts. A strong knowledge of account and inventory/revenue management will be required as well as strong management and negotiation skills.

Position Requirements:
• Owns top 2/3 KA / Negotiation / Account Management / Manage the team.
• Meeting Sales/Contracting Targets.
o Lead the sales effort in establishing and ultimately negotiating new and existing account contracts.
o Initiate annual contract renewals for accounts.
o Supports Sr. Managers with escalations from regional accounts.
o Deal modeling.
o New products/features.
• P&L Management
o Focus on hitting targets / metrics.
o Represents teams internally
• Coaching & Developing Employees
o Unify sales messaging and communicate to sales team.
o Manage a team responsible for regional accounts.
o Motivate sales force.
o Provide direction to sales manager on time allocation with accounts.
o Ensure the ongoing training and development of direct reports.
• Setting Sales Targets & Incentives
o Sets incentives focused on driving the right behaviors (SMART incentives).
• Administrative
o People manager - communicating, reviews, goals, weekly updates, employee issues

Qualifications:
• Bachelor's degree is strongly preferred.
• 7+ years account management experience; 3+ years supporting national accounts.
• Knowledge of account and inventory/revenue management required.
• Strong knowledge of all segments of Hospitality Industry (Corporate, Leisure, Transient, etc.).
• Statistical/analytical capacity.
• Strong sales aptitude.
• Travel 25-50%.

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