Senior Manager Total Account Management, Area Sales Team Brazil
At a glance
Senior Account Management role at Efet. Remote, Brazil · full-time.
Pay not stated Account Management salary
growthroles summary, based on the employer's posting.
What you'll do
- Grow a Brazil account roster by winning new business and expanding relationships with existing domestic customers
- Plan account strategies, negotiate corporate travel contracts and guide accounts through local RFP and contracting work
- Coach an office teammate and help the sales director work with hotels, franchise owners and commercial teams
- Support hotel revenue needs, resolve conflicts and help close sales with account customers
- Track account activity and results in GSE, Salesforce and MicroStrategy, then submit monthly reports
What you bring
- At least seven years of sales experience in the travel sector
- At least two years of experience leading teams
- Fluent spoken and written Portuguese, Spanish and English
- Sales and negotiation ability, plus experience working from a home office outside the pandemic period
Who this fits
This role suits a senior seller who can coach others while directly managing accounts. You must be based in São Paulo or Rio de Janeiro, Brazil, and be prepared to travel up to forty percent. You’ll use English, Portuguese and Spanish in speaking and writing.
From the employer
Exceptional Hospitality Starts with You
The location for this position is virtual/remote in Sao Paulo or Rio de Janeiro
This is your chance to be part of a Global Sales Team that ensures Hilton owners and operators receive the combined benefits of scale, access, competence, and experience. As Senior Manager Total Account Management, Area Sales Team Brazil, you will support the team responsible for providing a differentiated selling platform for Hilton's diverse portfolio of brands by being motivated to grow market share. On the Area Sales Team Brazil team, you will report to the Managing Director of Sales - HWS CALA. You will focus on building positive partnerships with your TAM (Total Account Management) account roster of domestic accounts within Brazil. Additionally, you will coach your office teammate(s).
You will also develop new accounts and solicitation of new customer relationships, while growing existing relationships with current accounts. You will be committed to improving revenue and growing Hilton's market share and supervising the facilitation of the annual contracting process for your accounts. You will be the main contact for the assigned account roster. You will keep both hotels and brand representatives informed about assigned accounts. You will maintain relationships with assigned accounts. The goal of these relationships is to improve revenue and increase market share into our Hilton hotels in Brazil.
What you'll do during a typical day:
What your day-to-day will be like as a Player:
- Oversee the account management and account development for a roster of accounts that is segmented vertically in the country of Brazil.
- Directly responsible for soliciting, qualifying, and generating and converting new business for our participating ASO Brazil hotels from local accounts in your market segment.
- Be responsible for overall account planning strategy to facilitate growth.
- Demonstrate an understanding of negotiating business travel sales contracts with corporate accounts, an understanding of the local contracting and RFP Process, with business travel sales terminology, and business travel sales reporting.
What your day-to-day will be like as a Coach:
- 1 ASO Brazil FTE assisting with HR and coaching.
- Assist MDOS CALA with the relationship with hotels and franchise ownership groups.
- Participate in strategy calls and meeting with operator commercial teams and Hilton Managed property commercial teams.
- Participation and assistance with MDOS in pre-opening meetings and market review strategy with Brands.
- Participation in annual hotel reviews for future year participation.
How you'll collaborate with others:
- Make introductions to clients during sales calls, tradeshows, conventions, and local events.
- Assist hotels with conflict resolution, contract negotiation, support of hotels' business/revenue needs, and closing sales.
- Represent Brazil Area Sales Team at FAM trips, travel and domestic tradeshows and industry events to meet with unmanaged accounts and create new business opportunities.
- Participate in result meetings with operator and managed commercial teams.
You'll take ownership of:
- Identify priorities and need hotels and strategize accordingly. Maintain relationships with hotels.
- Produce yearly pre-determined revenue in room, meetings, and food and beverage to the corporation. Achieve booked domestic revenue quotas. Set and achieve sales competencies as discussed between you and your manager.
- Maintains GSE / Sales Force records / MicroStrategy, including call reports, meeting profiles, history, and traces.
- Submit monthly reports and as requested reports; complete projects and deliverables.
What It Takes to Make the Stay
You have these minimum qualifications:
- Seven (7) years of work experience in Travel Industry Sales.
- Two (2) years leading teams.
- Portuguese, Spanish and English fluency (oral and written).
- Proficient in Microsoft Outlook, Word, PowerPoint, Excel, Web-Ex, MS Teams and Zoom
- Negotiation and sales skills
- Experience working in a home-office environment (not including the pandemic)
- Travel up to 40%
It would be useful if you have:
- BA/BS bachelor's degree
- Five (5) years of direct sales experience, preferably for a corporate office representing numerous brands and hotels.
- Experience in Delphi or similar property sales management system
- Experience using Salesforce and MicroStrategy
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