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Client Engagement Manager (m/f/d)

City:  San Francisco
Job area:  Sales
Job field:  Sales
Seniority Level:  Director
Date:  Sep 20, 2022

HRS AS A COMPANY

HRS is reinventing the way businesses and governments work, stay and pay in today’s dynamic global marketplace. HRS’ advanced platform technology is extending its reach beyond hospitality to meetings, office space management, payment efficiency and crisis recovery.

Beyond cost savings in the global post-pandemic economy, HRS clients gain from an unrivaled focus on essential aspects including safety, security and satisfaction.

HRS is also recognized for its award-winning Green Stay Initiative, technology that helps corporate hotel programs achieve their NetZero targets, and its groundbreaking Crew & Passengers Solution, which leverages automation to elevate experiences for air and rail operations.

Founded in 1972, HRS works with 35 percent of the global Fortune 500, as well as the world’s leading hotel chains, regional hospitality groups and payment providers.

BUSINESS UNIT

The Government, Insurance and Crisis Solutions business unit delivers highly specialized accommodation and crisis response solutions and is expanding its service around the world to meet the needs of public sector and insurance. Our distinct technology is founded on a digital platform ensuring a rapid response to all accommodation needs.

POSITION

The Client Engagement Manager plays an integral role in our fast-growing specialty line of service. You will be the overarching client liason and strategy leader working with our most signifcant clients in this line of service with the goal to deliver the most advanced accommodation program for government, insurance and crisis needs.
The Client Engagement Manager is responsible for managing the programs of our key customers within the Government, Insurance and Crisis Solutions business unit at HRS. 

You will act as the responsible senior stakeholder representing HRS to our key customers and across the clients‘ internal organizational structures and stakeholders. 

As Client Engagement Manager you are responsible for strategizing and managing client programs and initiatives for an assigned set of customers along the end-to-end value proposition of this line of service while managing the unique needs of Government institutions, Insurance carriers and crisis events.
You will collaborate with a complex matrix organization of operational teams and solution experts. You fully own the relationship with your customers, and you design and drive a strategic roadmap, managing customer satisfaction and account performance, creating and implementing upsell opportunities, as well as managing customer retention.
You will be part of a team with very experienced colleagues directly reporting to the CEO of Government, Insurance and Crisis Solutions.

CHALLENGE

  • You take full responsibility for defining and successfully delivering global or large-sized programs and initiatives for our most important strategic global accounts originating from the Government, Insurance and Crisis segments
  • You build strong and sustainable relationships with all key stakeholders on the client side (incl. C-Level) and you are responsible for positioning HRS as a trustworthy partner for corporate travel, government travel and crisis handling
  • You work closely with the CEO to develop new business opportunities and then closely lead the implementation of new business
  • You develop relevant discussion and initiatives for your clients that are based on your deep understanding of client’s strategic goals and requirements as well as key industry trends
  • You lead the commercial P&L of HRS towards your customers and derive value for both the customer and HRS including preparing and conducting commercial negotiations
  • You take full ownership and orchestrate the implementation of initiatives in collaboration and coordination with our internal experts and manage a complex project matrix organization across multiple regions
  • In this role, you are responsible for design, delivery and quality assurance of all strategic initiatives with your customers
  • You act as the key responsible HRS representative to the customer and its organization, nonetheless being supported by global and local operational teams and solution experts
  • With a holistic deep understanding of the entire HRS value proposition you will contribute to the growth path of the Government, Insurance and Crisis Solutions platform acting as your own entrepreneur within the organization

FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...

  • Several years of experience as project management lead in a leading consulting firm or a globally engaged tech focused enterprise (e.g. SaaS, professional services)
  • Consultative sales, tech, customer success management background
  • Ability to quickly and deeply understand the HRS business model, value propositions and solutions
  • Exceptional ability to drive a case from a value perspective (value-based solution selling)
  • Passion for building long-lasting senior stakeholder networks within customers’ organizations on a global scale
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
  • Extensive experience in taking a lead role and managing agile and dynamic local and/or multi-national teams and motivating them to achieve excellent results that will excite your joint customer
  • Own methodological toolset for creating storylines for different types of customer interactions and deriving strategic roadmaps to intensify the relationship with your customers along all HRS platforms
  • Excellent time and project management skills and proven track record of successfully delivered complex initia
  • Ability to analyze and extract insights from different data and information sources and pro-actively derive strategic discussions and initiatives out of them aimed at achieving customer successStrong business acumen and good negotiation skills
  • Attraction to high performance and fast changing environments driven by a true entrepreneurial spirit
  • High degree of self-motivation, proactiveness, forward thinking and assertiveness in order to manage customer expectations as well as driving internal collaboration
  • Passion for travel tech and digital platform business models
  • Excellent listening, negotiation and presentation skills
  • Excellent verbal and written communications skills (English fluency a must)

PERSPECTIVE

Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay.

Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable.

LOCATION, MOBILITY, INCENTIVE

The attractive remuneration is in line with the market and, in addition to a fixed monthly salary, all necessary work equipment and mobility, will also include an annual or multi-year bonus.

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Req ID:  15702


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