Account Manager TMC & Corporate, Global Sales EMEA

Summary

The Account Manager TMC & Corporate, Global Sales EMEA proactively drives revenue and room night contribution into our Wyndham Hotels & Resorts (WHR) franchised and managed hotels across all brands, around the world. They are responsible for fully developing and managing a portfolio of key accounts headquartered throughout the EMEA division.

They are responsible for delivering RFP acceptances from their corporate clients into WHR properties, either directly or through their nominated business travel intermediary. This position requires a consultative sales approach acting in partnership with both the corporate client and their travel intermediary, to form a strong ‘tripartite’ relationship, thereby delivering revenue opportunity and market share for our hotels, franchise partners and WHR. Measurement will ultimately be based on consumed revenues however room night production along with RFP acceptances and other appropriate matrix will be used to agree targets. The position reports to the Director TMC & Corporate, Global Sales EMEA.

Successful candidates will be required to provide evidence of their ability to work legally in the United Kingdom.
 

Responsibilities

1. Corporate Account Development: 
Through new business development and professional account management, build robust relationships with Global Travel buyers and ‘booking departments/ decision makers’ from key Corporations. This will be done with a focus on accounts to deliver increased RFP acceptances, tracked revenues and market share annually, via CVENT Transient and their nominated TMC/ GDS into WHR hotels. 

2. Business Travel Account Development: 
Develop strategic partnerships with the Account Directors/ Managers from their clients nominated TMC/ Consortia, to drive demand, market share and revenues into the WHR portfolio. 

3. Franchisee Relations: 
Work diligently with our franchise and management partners, to gain a greater understanding of their needs and product offering, whilst educating them in their need to engage with Global Sales and particularly the RFP process.

4. Internal Relations & Systems: 
Collaborate with colleagues from all Wyndham Hotels & Resorts units to ensure the continued success of the company. 
Identify and nurture key constituents that can assist in the achievement of their goals. 
Support colleagues from all parts of the business that require their assistance. 
Effectively utilize the business tools and systems available to achieve agreed goals and targets.

5. Industry Participation:
Represent WHR at appropriate industry events such as Conferences and Trade Shows. 
In addition, become an active member of appropriate industry associations and institutions.

6. Leadership Development: 
Take responsibility for personal and professional development in preparation for “next level” responsibilities.
 

Complexity

The Account Manager TMC & Corporate, Global Sales EMEA will drive significant revenue opportunities into the WHR portfolio of brands and hotels. 
They will negotiate directly with all key clients for the best potential agreement, prior to offering this to the hotels for their consideration and participation. 
They will be solely accountable for the management of globally recognized accounts with the ability to buy across our brand range and across borders into our developing global network. 
The Account Manager TMC & Corporate, Global Sales EMEA will work remotely, with minimal supervision and will take responsibility for new and existing accounts, being accountable for taking independent business decisions that will assist them in the achievement of their goals without Line Manager approval/ referral.
They will also assist overseas colleagues with the development of their accounts based throughout the division.

Scope/ Financial Responsibility

The Account Manager TMC & Corporate, Global Sales EMEA will be solely responsible for a portfolio of named accounts throughout the territory. 
Each account has a potential WHR market share revenue value in excess of $50,000, whether present or future. 
They will have an annual individual revenue goal agreed with their line manager and participate in the WHR GSO Individual Sales Incentive Plan.

Although this position does not manage a cost centre, the Account Manager TMC & Corporate, Global Sales EMEA will be accountable for managing their expenses and consumables accordingly within pre-determined annual budgets. They must review the cost of sale and ROI for all business trips; marketing opportunities and overall spend in their division. They are also responsible for submitting a Travel & Entertainment Expense Report monthly.

Abilities/ Key Competencies/ Skills

•    Comprehensive commercial knowledge of the hospitality sector within EMEA, particularly Business Travel.
•    Ability to work well both independently and as part of a team to achieve goals and targets.
•    Flexibility to adjust to the changing needs of the business, taking on new ideas, initiatives, brands, and responsibilities as they present themselves.
•    Ability to work simultaneously on several initiatives and priorities often under pressure.
•    Excellent interpersonal and communication skills to work with people at all levels and from all backgrounds and parts of the world.
•    Strong professional presentation skills.
•    Ability to stay objective and fair when dealing with sensitive internal/.external customer situations maintaining constructive working relations.
•    Passionate self-starter, exhibiting initiative, confidence, professionalism, and good judgment.
•    Works with a high level of accountability, and is results orientated and dependable.
•    Ability to make business decisions with integrity and honesty.
 

Experience/ Certificates/ Education

•    College/ University Degree or equivalent experience, ideally within a hospitality or commercial discipline.
•    Significant experience in hotel sales (property, national sales, or global sales) either in a property, cluster, or corporate office environment.
•    Full local driving license preferred.
•    Fluency in written and spoken English is essential, with an additional European language an advantage.
•    Highest level of competency in the use of Microsoft office programs is required.
•    Previous experience of working with lead generation and CRM systems is essential.
•    Experience of navigating hotel specific operating and reservation systems is an advantage.