Senior Sales Management Consultant (Montpelier)
Employment Type: Full-Time
Sabre Corporation is a leading technology provider to the global travel and tourism industry. Sabres software, data, mobile and distribution solutions are used by hundreds of airlines and thousands of hotel properties to manage critical operations, including passenger and guest reservations, revenue management, flight, network and crew management. Headquartered in Southlake, Texas, USA, Sabre operates offices in approximately 60 countries around the world. Sabre posted $3.2 billion in revenue in 2014 and employs approximately 10,000 people globally through its three business units Sabre Travel Network, Sabre Airline Solutions and Sabre Hospitality Solutions. Job Description The ideal candidate will be able to: Effectively represent all products and services Sabre Hospitality has to offer and think outside the box to help clients find the right solutions for their business problems. Monitor performance and proactively provide clients with recommendations to optimize results based on their goals and objectives Understand client overall performance and strategy to facilitate future budgeting of anticipated revenues o Business mix (CRS and non-CRS) o Annual forecasted client growth o Active participation in SHS budget process, bottom up approach o Establish financial plan of action to increase overall customer profitability with the goal of client GP% >60 Truly understand clients needs and consult with them on the most effective solutions Sabre can offer o Pipeline should be minimum 70% new sales, 30% natural growth Positively effects the relationship between the company and a client, from both a financial & product standpoint. Coordinate across departments and teams to ensure program and contract deliverables are met in a timely fashion and meet/exceed expectations Negotiate, develop, interpret and execute on client contract. o Understand key clauses within customer contracts ? Not limited to but including specific SLAs, minimums, termination periods, renewal dates, etc. Follows internal processes to ensure margins are positive and pricing is in-line with Sabre strategy Be savvy in creating presentations that tell a compelling story, are engaging and effective in communicating a strong, productive end in mind Be comfortable with playing a wide range roles based on what the client needs from Sabre including Project Manager, Researcher, Technical Expert, Innovator, Collaborator, Entrepreneur and Relationship Lead. Ensure contractual obligations are met from both client and Sabre and smartly and thoughtfully manage renewal process Coordinates across the various functions within Sabre to ensure clients requirements are handled appropriately and in a timely manner Hold both the client and Sabre accountable for deliverables and decisions to keep projects and programs moving forward Have a finger on the pulse of all major client/Sabre activities and initiatives and find new opportunities with the client Act as an escalation point by proactively and diplomatically ensuring issues/potential issues are directed to the correct owner internally to ensure appropriate and relevant internal support is in place to support customer needs. Log and manage all opportunities via SalesForce for accurate forecasting; utilize available tools and resources to be self sufficient o All opportunities are logged from lead to outcome o All closed/lost are logged with an accurate reason o Accurate tracking of competitor vendor use and contract renewal dates to facilitate future pipeline growth o Renewal revenue to be re-forecasted and ROI updated to reflect correct volumes and anticipated client growth Make decisions based on keeping the three main pillars of our team always in balance: client satisfaction, employee satisfaction and fiscal fortitude Find opportunities for improvement across all pieces of the business we impact and provide solutions on how to get better Job Requirements A minimum of 5 years of industry related account management experience required Knowledgeable of hospitality centric technology and systems with strong technical aptitude Proven track record of exceeding sales quotas and revenue goals Passionate about the hospitality industry Fanatical focus on customer success Ability to interpret analytics to highlight actionable data and tell a compelling story around performance and results o GP, EBITDA, Top and bottom line profit, ROI, forecast and budgeting, etc. As this is a senior level account management role, candidates are empowered and should be proactive and be able to work on their own initiative. Act as a mentor to Account Managers by demonstrating and communicating initiatives, approaches, successes and lessons learned Can create convincing proposals, documentation and presentations Excellent presentation, oral and written communication skills delivering complex solutions in an easy to understand manner Ability to identify, communicate, and connect with key decision makers Ability to lead and direct multiple projects and initiatives simultaneously Attend industry functions and lead in person meetings with clients; travel in line with business requirements Strong interpersonal skills: Ability to communicate at all levels within an organization Exceptional time management and organizational skills Must possess advanced computer software skill Technical/systems knowledge (preferable) o Advanced Office 365 skills o Sales Force CRM tool o SynXis suite of products o Working knowledge Hospitality systems, such as but not limited to PMS, RMS, and BI tools #LI-OS1 We will give careful consideration to your application and review your details against the position criteria. You will receive separate notification as your application progresses. Please note that only candidates who meet the minimum criteria for the role will proceed in the selection process. We noticed that you are already a member of our Talent Community. Please enter your password to continue. We noticed that you are already a member of our Talent Community. Please enter your password to continue. We noticed you have accounts in our Talent Community\" and Application\" systems. We take security seriously and need to verify your identity to synchronize your accounts. Account Email: Please follow these steps to synchronize your accounts. 1. Reset your password: The \"reset password\" link will open in a new browser window. Return to this page to enter your new password. We noticed you have accounts in our Talent Community\" and Application\" systems. We take security seriously and need to verify your identity to synchronize your accounts. Account Email: Please follow these steps to synchronize your accounts. 1. Reset your password: The \"reset password\" link will open in a new browser window. Return to this page to enter your new password.
Associated topics: director of sales, management, manager, principal, regional sales manager, sales leader, sales management, supervisor, team leader, territory manager
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