Account Manager

Choice Hotels International

(Rockville, Maryland)
Full Time Travel Required
Job Posting Details
About Choice Hotels International
Choice Hotels is all about getting you to the people that matter most. Book now to see your people
Summary
Drives monumental increases in weekday room nights and share of wallet for a portfolio of national accounts. Goes deep and wide into each account to understand business drivers impacting travel demand and to ensure maximum revenue for Choice. Provides leadership and guidance to internal staff to ensure customers experience the right hotels and brands. Uses a proactive approach to exceed customer expectations for service and follow up.
Responsibilities
**PRIMARY DUTIES AND ACCOUNTABILITIES:** * Selling - Goes deep and wide into each account to understand business drivers impacting travel demand. Identifies key decision makers and travel needs at all levels. Establishes lasting relationships by bringing hotel industry knowledge and value to all interactions whether over the phone or in-person. Positions Choice as the leading hotel provider and creates opportunities for clients to further experience the brand. * Planning - Develops revenue, room night and/or market share goals for all clients within the assigned portfolio. Creates detailed sales plans with milestones and tactics that match customers' growth patterns and travel needs. Leverages big data to create compelling business cases in order to shift share to Choice. Utilizes salesforce.com to track all contacts and account activity. * Serving - Ensures a rapid response to all external and internal customer requests via phone or email. Tracks needs and works with RFP and group teams to follow up with the right information. Collaborates with global account team to ensure successful onboarding of new accounts and with specialty teams like Cambria and International Global Sales as needed. Brings forward marketing, promotional, and incentive opportunities and ideas to support Choice's strategic initiatives. * Other - Actively participate in professional or industry groups to maintain industry expert status. Represents Choice brands at tradeshows and events.
Ideal Candidate
* Proven success in selling to Fortune 100 and Fortune 500 companies. * Sales leader with the ability to understand the competitive environment to drive new corporate business. * Expert in developing business plans and strategies to grow business within existing customer portfolio. * In-depth knowledge of sales principles and techniques. * Results oriented; delivers results under difficult conditions and demonstrates balanced judgment under pressure. * Solid negotiation and organizational skills. * Ability to develop strong relationships with customers' throughout the organization. * Strong communication skills includes oral (one on one and to large audiences) and written. * Active learner able to enhance personal, professional and business growth through new knowledge and experiences. * Exceptional critical thinking and time management skills required. * Bachelor's degree required. * Minimum 4-6 years of direct sales experience preferably in a multi-unit capacity. * Experience within more than one hotel category would be preferred. * Skilled in account management and problem solving. * Proficient with technology (PC skills, internet, CRM and reporting systems). * Prior CRM experience (SalesForce.com a plus). * Must be able to uphold Choices Values & Performance Principles of collaboration, performance excellence, sense of urgency, openness to new ideas, inclusion & diversity, integrity, customer focus, and respect. * Must be able to work independently. **OTHER REQUIREMENTS:** * Position is based in our corporate Rockville, MD office (not remote) * Must be able to work a flexible schedule, travel 10% of the time.

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