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Chain Account Executive (m/f/d)

City:  Sydney
Job area:  Sales
Job field:  Sales
Seniority Level:  Mid-Senior level
Date:  Jul 19, 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 recognised 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 Supplier Solutions Team is based on the Commerce & Procure2Stay platforms of the enterprise customers that transform into much more than “just” a platform. Supplier Solutions provides hotel partners with incremental enterprise customers from Fortune500 companies and SMEs travelers, meetings and groups business, data insights, KPI reporting’s and innovative programs like Clean&Safe or GreenStay. The primary purpose of the Supplier Solutions team is to create a superb corporate traveller experience between the lodging partners, its corporate customers and thus drive outstanding value for both sides. HRS developed a prime system for enterprise travelers, where the traveler gets the best hotel portfolio based on their needs and data analysis in a digital end-to-end process from Procurement to Stay, to Pay and Expense. 
Thus, the Supplier Solutions Team and its products, play an important role in HRS´s strategy as it revolves around a disruption of the traditional procurement process utilising a digital sales approach. The CAE mission is to further develop and shape the "Hotel Partner market" with stronger chain commercial agreements and unbreakable partnerships.  

POSITION 

An exciting opportunity exists for a Chain Account Executive (m/f/d) in our fast-paced Sydney based Supplier Solutions team, responsible for owning relationships with key hotel chain partners in line with our customer´s interest. The role will optimise the Corporate, Insurance and Government hotel programs, such as bookability & compliance of the hotel program, and work on analysis and reporting of Key Performance Indicators (KPIs) for key hotel partners across Australasia. 

Chain Account Executives take on the responsibility to plan, implement and execute strategies and initiatives with centrally managed regional chain hotel partners and at the same time elevate and boost our revenue streams. The position is considered as an important interface between the requirements and needs of our corporate customers and hotel chain partners. CAE’s collaborate closely with the enterprise and procurement department to achieve an outstanding customer experience. 
As a direct report to the Director of Supplier Solutions, CAE’s hold an important role managing and developing key hotel partner relationships. 

Hybrid work model offered with the ability to work from home and the office. 

CHALLENGE 

  • Take full responsibility for owning the hotel chain relationships and development in line with customer’s interest 

  • Pitching general HRS value proposition and detailed Procurement and Payment value proposition to chains, ensuring compliance with LaaS SLAs 

  • Strategic and Consultative upselling along HRS 5S Framework 

  • Prepare and carry out regular data-driven business reviews 

  • Extract, analyse and interpret data from different sources to help hotel chain partners understand how platform products can help them achieve their goals 

  • Complete administrative tasks, such as processing and recording sales processes (CRM) 

  • CAE’s are a trusted advisor and trainer to hotel partners on HRS systems and applications 

  • Supporting inbound requests from hotel chain partners related to HRS LaaS Solutions & general administration 

  • As owner of the strategic element of the chain hotel relationship, CAE’s are brought onboard in case of escalations on topics outside the remit (e.g., outstanding debt collection) 

  • Support sign-up of HRS labelling, classifications, plus Corporate, Government and Insurance RFP submission  

KEY INTERACTIONS 

  • Work hand-in-hand with Hotel Success Managers and Hotel Account Executives handling operational delivery responsibilities, both inbound and outbound, to facilitate enablement of HRS 5S Framework as well as hotel performance. 

  • Close alignment with Global Supplier Relations team for in-market and global chain partnership support 

  • Working with Procurement and Enterprise Solutions to procure travel programs across the corporate, government and insurance travel sectors 

  • Work with teams throughout HRS (i.e., Customer Service, Finance, Product) to find solutions for complex tasks 

  • Actively contribute toward process improvements & continuously find efficiencies of working procedures through automation and innovation      

FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH... 

  • Bachelor’s degree with at least 5 years of relevant work experience in the hospitality or travel industry, preferably in the field of sales, marketing or hotel purchasing. 

  • Proven creative problem-solving approach and strong analytical skills with a history of exceeding sales targets.  

  • Mandatory COVID19 vaccination 

  • Experience in a relevant area of solution selling (B2B an advantage) 

  • Proven track record prospecting, closing, and delivering on customer success commitments 

  • Knowledge and experience in utilizing solution selling and consultative approach to clients and partners across large markets 

  • Unparalleled interpersonal and communications skills to effectively present the end-to-end HRS value proposition 

  • Excellent verbal and written communication skills, including the ability to deliver presentations to executive level audiences 

  • A commercially driven personality who is also data minded, with strong analytical acumen 

  • Desirable to have a strong hotel network, understanding both the connectivity and the hotel distribution landscape 

  • Ability to deliver new business strategies in a fast-paced environment and work across multiple time zones 

  • Familiarity with relevant travel industry software, including Microsoft Office and Microsoft Dynamics 

  • A knack for providing creative solutions that address the hotel chain partner's needs 

  • Excellent negotiation and stakeholder management skills to support cross-functional success in delivering results 

  • Hands-on experience managing an initiative from start to finish 

  • Understanding that time management and prioritization skills are key to meet deadlines and closing off sales deals 

  • Being comfortable to meet new people on a daily basis and to create strong connections 

  • The innate drive to do things better. Strong problem-solving skills, creativity to develop new possibilities and processes, always ready to discover new opportunities 

  • Able to self-analyse past projects and put required solutions in place in order to improve 

  • Eager to learn and experiment and not afraid to fail 

  • Structured and independent way of working, paired with a high degree of initiative and responsibility 

  • High level of self-motivation and ability to cope with pressure 

  • Possess a strong work ethic, show resilience, and are wired to win 

  • Fluency in English  

  • Importantly, CAE’s know how to enjoy the journey 

PERSPECTIVE 

Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renewing the travel industry and while doing so reinventing the way 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. 

#LI-RS1
Req ID:  15224


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