Sales Account Manager

Whitbread; Houghton Regis; Hybrid; GBP 30,000 - 60,000; Full time

Job description

Whitbread Court, Porz Ave, Houghton Regis, Dunstable LU5 5XE, UK Req #12313

18 March 2025

Sales Account Manager – Whitbread – Dunstable

Location: Hybrid 3 days a week in the office, with 1-2 days a week visiting customers/working from home - office location, Whitbread Court, Dunstable (LU5 5XE)

We’re Whitbread the UK’s largest hospitality business with over 1,200 hotels and restaurants across the UK but we’re more than that. We’re the 38,000 people who make everyday experiences special that delight over 5 million guests every month.

We are now recruiting a Sales Account Manager who will report to our Senior Sales Manager. We are on a journey to grow our business (and are investing in growing our Account Management team) whether that be through new acquisitions or by leveraging the relationships that we already have with other business and clients. You will work together with the Customer Excellence team to ensure your B2B accounts have a seamless customer experience, with regards to the on-boarding process, making bookings, invoicing, and ensure our customers fully understand our business products (both Business Account and Business Booker).

Why you’ll love it here:

• Bonus: Enjoy a generous bonus based on your performance
• Discounts: Up to 60% discount on Premier Inn stays in the UK and abroad and 25% discount in our Whitbread Restaurants

What you’ll do:

• Responsible for B2B sales strategy for each of your corporate clients (e.g. discounts, rebates etc), and tracking progress
• Build and implement strategic account plans to expand market share and revenue.
• Analyse market trends and client feedback to identify new business opportunities and areas for improvement
• Identify and pursue growth opportunities with compelling negotiated commercials and incentives to maximise profit
• Build strong relationships and understanding of your B2B clients, including quarterly face to face account reviews.
• Directly manage and grow revenue from large corporations through market leading account management
• Develop and implement strategies to reduce customer churn, such as loyalty incentives and targeted offers
• Proactively discuss renewals well in advance of contract end dates.
• Spotting trends in customer spend and adapt accordingly in terms of messaging and sales play
• Forecast, track and report on the status of accounts, sales metrics, and key performance indicators
• Create, provide, and educate the customer of their usage, areas where improvements can be made to maximise their travel program.
• Research competitor service offerings to be informed and one step ahead.

What you’ll need:

• Understanding of rate structures, negotiated corporate contracts, market segmentation, and service level agreements (SLAs).
• Experience managing complex sales cycles, predicting revenue growth, and implementing best practices for client retention, upselling, and cross-selling.
• Proficiency in CRM tools (e.g., Dynamics, Opera, Power BI) to manage accounts, sales pipelines, and performance analytics.
• Ability to articulate business impact and ROI to customers, aligning solutions with their strategic objectives.
• Proven track record of driving revenue growth, identifying new revenue streams, expanding accounts, and increasing market penetration within a sales environment.
• Experience managing corporate accounts, maintaining long-term partnerships, and negotiating corporate contracts.
• Skilled in conducting Quarterly Business Reviews (QBRs), presenting performance insights, and ensuring a seamless client experience.
• Strong ability to work with marketing, product, operations, and finance teams to develop compelling value propositions and scalable account expansion plans.
• Demonstrates leadership behaviour in delivering key tasks and driving account growth strategies.