Manager & Accounts Lead

About the Opportunity

Role: Manager & Accounts Lead

Level: Manager

Reporting To: Associate Director & Accounts Head - Global Chains

Location: Gurgaon

About the Function:

The Global Chains team is a part of the Hotel Supply function and this team manages the overall business growth and supply of branded chain hotels headquartered outside India. This team manages key global brands such as Accor, Hilton, Marriott, Radisson Hotel Group to name a few.

About the Role:

This is a business leadership role, responsible for driving growth by building strong relationships via Key Accounts channel in the Hotels Supply Function.

As a Team Lead , you would be leading the major chains and will be accountable for the revenue generation targets. This would involve creating a strategy around account planning, revenue forecasting & targets, nurturing high-valued customers/key accounts and ensuring continued business relationships.

What will you be doing:

1. Strategic Planning & Growth Driver:

• Establishing revenue goals and strategies to advance account performance and enable the achievement of business objectives.
• Developing and driving account-specific growth strategies and approaches.
• Ensuring adequate premium/super-premium hotel inventory availability and price competitiveness throughout the year.

2. Portfolio Management:

• Driving the team towards the business objectives, assisting in execution when required, conducting market visits, and constantly striving to strengthen the business partnership with hotels.
• Analyzing the business metrics by creating reports & PowerPoint presentations, along with senior stakeholders, to identify key improvement areas and assess team performance.
• Following data-driven decision-making to implement account growth plans, measuring performance benchmarks, understanding the market, customers, and competitors, troubleshooting gaps, and formulating new ideas and initiatives.

3. Negotiation Skills:

• Building strong relationships and partnerships with the “C” level management of the Chain
• Collaborating with partners in the portfolio and providing expertise, metrics, analysis, and competitive landscape
• Devising plans and drive team to ensure high engagement and customer service orientation to the key accounts via meetups, trainings, workshops & recognition platform.
• Collaborate extensively with cross-functions internally to align goals and approaches that facilitate smooth execution.

Qualification & Experience:

• Master's degree from a reputed institute with 6- 8 years of experience preferably in leadership roles in Key Account management/B2B Sales managing high revenue or net worth accounts.
• Preferred Industries: E-Commerce, FMCG/CD, Travel & Tourism, Luxury Hotels Segment.
• Experience in handling multiple accounts as a partner is preferred.

Key Success Factors for the Role:

• Managing Premium/Super Premium hotel accounts which is nearly 5% of overall GMV.
• End-to-end portfolio management - from strategy to planning to execution.
• Exposure to engage and learn from leading industry stalwarts.
• Opportunity to partner with the marquee premium/super premium hotel owners and leaders and understand the nuances of travel, tourism, hotel, and service industries.