Director of Account Management (m/f/d)

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.

POSITION

The position as a Cologne-based Director of Account Management DACH (m/f/d) is mission critical in order to grant the execution of the go-to-market strategy, a strong compliance to the global standard sales methodology and a data driven consultative approach for a sustainable growth in the long term. In essence the revenue generation and the market’s success strongly rely on the accomplishments of the incumbent. The Director of Account Management DACH (m/f/d) reports into the Managing Director Central Europe.

CHALLENGE

• You will lead a team of XX and report directly into the MD Central Europe due to the strategic importance of these accounts and position.
• In alignment with strategic goals you define and implement initiatives helping your team to reach their strategic targets being a mixture between cost savings and traveler satisfaction.
• Take ownership of the implementation of initiatives in collaboration with our internal experts and manage a complex project matrix organization across multiple regions.
• At the end you get to know the entire value proposition of HRS and act as an entrepreneur within the HRS organization.
• Value-based, cloud software or technology services solution-selling is a must. Background in software used for travel, expense, payment is preferred.
• Be the ultimate sales leader prepared to drive sales success.
• Analyze markets and identify partner potential to push new business and revenue and drive the prospects’ qualification and prioritization’s process, implementing the global standard methodology with detailed reporting into CRM.
• During the qualification process, support the team 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.
• Assist team in the acquisition of new clients, the development and the retention of existing ones in compliance with the global methodology and ensure the collaboration with the implementation team, the procurement consultants and the PAY and WORK sales staff in order to achieve the topline's targets.
• Assume the role of key escalation contact for major accounts.
• Support the G2M Planning and grant local implementation and sales push activities and subsequent reporting.
• Be responsible for business management by monitoring team targets and setting priorities to ensure mid and long-term revenue growth, constantly monitoring and ensuring data quality, activities' tracking, performance KPI in CRM.
• Manage recruiting, onboarding, personnel development, performance management of team members in compliance with global HRS standards and according to performance's metrics.
• Coach team members on their focus areas, priority setting and also their approach to specific client-facing issues.
• Maintain a high level of knowledge within the team with respect to the product portfolio, the benefits for the customer and key sales arguments.
• Build long-lasting relationships with key industry influencers and customer decision-makers.

FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...

• Ability to analyze data and derive pro-actively strategic initiatives out of them aimed at achieving customer success.
• Strong ability to manage complex stakeholder settings and proven track record to lead multiple project tasks.
• Strong business acumen and good negotiation skills.
• You enjoy high performance and fast changing environments.
• You possess a high degree of self-motivation, pro-activeness, forward thinking and assertiveness in order to manage customer expectations as well as driving internal collaboration.
• Experience in building a long-lasting senior stakeholder network within the customers organization on a global scale.
• Business level fluency in German and English.
• A Bachelor Degree and/or above.
• At least 8+ years of experience in successfully managing complex solution sales, consulting teams within the B2B industry either in SaaS, technology solutions and/or consultant environments.
• Strong leadership experience, leading remote or multicultural team.
• Ability to manage and develop a diverse commercial team, assuming full responsibility for the strategy and commercial initiatives that span new sales and strategic account management.
• Excellent interpersonal skills and ability to influence the ambition of clients as well as the motivation of team members.
• Strong discipline in metrics' management, global standards' application and performance's management.
• High flexibility combined with strong logical cognitive ability and excellent analytical skills.
• Pronounced enthusiasm, commitment, and assertiveness.
• A structured, independent and goal-oriented working style - focusing on fast and flawless execution.
• Fluency in German and English.

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.