Account Executive China (all genders)

City:  Shanghai
Job Function:  Sales
Job Area:  Sales
Seniority Level:  Mid-Senior level
Date:  Mar 25, 2024

HRS AS A COMPANY

HRS, a pioneer in business travel, aims to elevate every stay through innovative technology. With over 50 years of experience, their digital platform, driven by ProcureTech, TravelTech, and FinTech, transforms how companies and travelers Stay, Work, and Pay.

ProcureTech digitally revolutionizes lodging procurement, connecting corporations and suppliers in a cutting-edge ecosystem. This enables seamless efficiency and automation, surpassing travelers' expectations.

TravelTech redefines the online lodging experience, offering personalized content from selection to check-in, ensuring an unparalleled journey for corporate travelers.

In FinTech, HRS introduces advancements like mobile banking and digital payments, turning corporate back offices into touchless lodging enablers, eliminating legacy cost barriers. The innovative 2-click book-to-pay feature streamlines interactions for travelers and hoteliers.

Combining these technology propositions, HRS unlocks exponential catalyst effects. Their data-driven focus delivers value-added services and high-return network effects, creating substantial customer value.

HRS's exponential growth since 1972 serves over 35% of the global Fortune 500 and leading hotel chains.

Join HRS to shape the future of business travel, empowered by a culture of growth and setting new industry standards worldwide.

BUSINESS UNIT

With a strategic roadmap our global sales organization is able to ensure the highest level of consulting, delivery and operational excellence. Furthermore, the kind of top level standards is ensured by applying the global standard methodologies and data-driven quarterly business reviews (QBR) with the clients.

POSITION

We are looking for a Shanghai based Account Executive China (all genders) who will play a pivotal role in identifying and managing new sales opportunities, building an in-depth understanding of customer business travel needs and drivers, to position how HRS STAY, WORK and PAY solutions can be of value. The strategic thinking, coupled with your excellent communication skills and data driven mindset, will contribute to the expansion of our customer base and revenue growth in Greater China.

CHALLENGE

  • Target, approach and acquire new high value customers using a deep understanding of their strategic business travel requirements 
  • Ensure all new sales activity is delivered at best practice by actively engaging with the Enterprise Sales team and set a personal example to the team in all customer engagement
  • Develop an in-depth understanding of HRS product solutions and offer a consultative sales approach to potential customers to support their internal strategies
  • Find new ways to build up the strategic partnership with the customer and penetrate all HRS solutions selling to increase the share of wallet
  • Acquire new major accounts and ensure new customers go live and begin booking (responsible from lead to implementation)
  • Independently conduct a high-level conversation/meeting with the Executive management of your customer and having the knowledge about the “change management” and applying this skills for the negotiation
  • Maintain a consistent ‘pipeline’ that enables meeting and exceeding quota attainment
  • Be a ‘go to’ person for the latest market competitor activity and customer intelligence
  • Chair the weekly new business meeting and provide commentary and action on performance as well as forecast future revenue delivery
  • Actively manage CRM to ensure all customer activity and data is correctly recording and up to date for reporting and analytics purposes
  • Identify and flag any product or marketing improvements required to optimize our end customer solutions and engage relevant internal departments
  • Work closely with account support management to be the key contact for customers to make the decision, setup the plan and change the strategies base on time to time situation
  • Maintain a high level of current knowledge of the product portfolio and the benefits for customers as well as of other relevant information (e.g., market trends, strategy, competitors, pricing)
  • Demonstrate good project management skills to coordinate not only stakeholders across different countries but also HRS experts on topics such as payment or procurement solutions

FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...

  • Experience in working in a sales role or consultative approach for several years, preferably building a network of relationships and technical knowledge within the B2B enterprise sales with focus on large enterprise segment
  • Several years of commercial experience in a comparable position in the technology consulting, SaaS enterprise sales, payment or similar software industry with focus on high-level executives
  • Ability to proactively deliver a new business strategy and actions in a fast-paced tech environment and a proven hands-on mentality
  • During the qualification process, ability to understand the strategic goals of the Prospect, beyond the scope of travel, in the different areas of digitization, automation, sustainability, security, safety, innovation, system’s integration, data protection, employment’s philosophy. By using MEDDPICC methodology be able to identify metrics, economic buyer, decision criteria, decision process, paper process, customer's pain, competition, champion
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level. Strong stakeholder management skills.
  • Strong competency in delivering creative solutions to overcome customer objections and ability to negotiate mutually beneficial commercial contracts
  • Ability to analyze and interpret complex customer data and using CRM systems as part of the daily role. 
  • Ability to cope with pressure and to work to tight deadlines while managing customer expectations and internal resources
  • Strong goal orientation and decision-making competence: finding new/best-possible solutions, keeping economic impact in mind, showing good argumentation in negotiations and competence in advanced presenting techniques
  • Very strong analytical skills and negotiation skills, good competence in relationship management esp. sales and acquisition
  • Good communication skills with fluency in English and Mandarin, spoken and written

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 a bonus.

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Req ID:  17549


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