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Key Account Director
Travelodge Support Office Thame

Position:
Sales
Pay:
£55,000 dependent upon experience, plus benefits, bonus scheme and car/car allowance
Job Description

The job in a nutshell


To lead and define the key accounts development strategy for your account portfolio using market insight and analysis whilst leveraging existing relationships. To develop and drive the growth of existing major corporate accounts and business secured via travel management companies through the implementation of win-win commercial strategies.

You will achieve this through influencing corporate travel policies and developing multi level relationships throughout your accounts. You will retain existing business, significantly grow market share opportunities and sales of room nights to exceed defined revenue targets and implement effective tactical and strategic plans with the support of an account executive team member.

This is a senior role within the sales team and the KAD will demonstrate best practice, lead by example and display real hunger for success and drive results at all times focusing on the biggest opportunities.

What you’ll be doing

  • Define, lead and execute the account development strategy for a portfolio of key corporate accounts and travel management companies (TMC) in order to deliver budgeted room nights and revenue growth.

  • Responsibility for managing and growing corporate direct relationships under the umbrella of the Key Agents.

  • Support overall Sales Team strategic plans for this segment, and work with the Head of Key Account in implementing the wider team objectives.

  • Prepare comprehensive account development plans for each of the key Agency and Corporate accounts.

  • Be accountable for your account portfolio performance - Complete and act upon a rolling key corporate accounts and TMC sales forecast. Providing a qualitative monthly report with ongoing market intelligence detailing competitor activity and rate offering within the segment.

  • Provide insightful monthly sales activity review meetings with the Head of Key Accounts demonstrating progress with the ADP (Account development Plans). 

  • Negotiate annual contracts – ensuring clear commission, rate and allocation strategy is agreed and implemented.

  • Role model first class client relationship and account development practices, leading by example

  • Identify opportunities to maintain and grow revenue and market share in your account portfolio, developing a network of contacts that will help to expand Travelodge’s prospects of securing additional revenue.

  • Lead, manage, coach and develop at least one team member (Key Account Executive) assisting you on the key account portfolio.

  • Keep the Travelodge brand top of mind for your contacts - Showcase the Travelodge’s hotel portfolio to prospective and existing corporate customers using compelling methods, drive marketing and brand awareness opportunities, including hotel visits working in conjunction with the respective hotel teams.

  • Responsibility to communicate, support and engage with the Hotel Support Centre based Sales team to ensure customer requirements are met at all times.

  • Work collaboratively with Operations, Marketing and IT to improve and enhance the customer booking journey, in hotel service and proposition available for business customers.

  • Participate in and represent Travelodge at industry events.

What we’ll expect from you


To succeed in this role you’ll need to be a self-starter who is able to proactively drive new name major corporate account sales. There will be a significant reliance on the individual to understand and analyse market data to identify opportunities for new business wins. You will  In addition, the role requires:

  • Significant B2B sales experience with a strong track record of delivering sales growth through strategic account development in the hospitality industry.

  • Good people management / Coaching skills as you will be developing a junior key account manager to take the next step in their career and drive sales via their portfolio while assisting with your key accounts strategy.

  • Effective selling skills based on externally recognised methodologies.

  • Excellent communications and relationship building skills.

  • Ambitious and driven, with a good understanding of the value hotel sector.

  • Results driven, self-motivated, flexible and resilient.

  • The ability to present the Travelodge proposition in a compelling manner in order to influence new business acquisition.

  • Proven track record of developing account plans that meet and exceed revenue targets.

  • Commercially aware, numerate and the ability to identify opportunities.

At Travelodge, we believe that behaviours are just as important as the activities you carry out. The ones we look for in every colleague are:


I care about people

  • I treat everyone in a way I would like to be treated

  • I am easy to work with

  • I have a can do attitude

  • I care about the impact my work has on others


I pay attention to detail 

  • I do the little things that make a difference to our customers 

  • I work to brand standards

  • I treat Travelodge time, equipment and stock as if it were my own


I drive for results

  • I hit targets in my role and work at the right pace

  • I take ownership of problems and try to fix them fast

  • I look for ways to avoid future problems

  • I look for ways to promote Travelodge


What you can expect from us 


Culture 


At Travelodge, we are warm, straightforward and optimistic. We have a big footprint in the UK, but still a small company feel and you can expect quality and value to be built in to everything we do. You’ll have the support of a close network of colleagues and managers, and every day is different here! We want you to bring your personality to work and we love our diversity.


Reward and recognition 


It’s not just our customers we want to wake up with a smile on their face. As well as a competitive salary, being part of our hotel support centre means great holiday entitlements, pension contribution deals, being part of our bonus scheme, and a Thanks Card giving generous room and food discounts as well as friends and family rates.


Career and development 


We want you to develop further with us at Travelodge and we’ll provide you a development plan to help you reach your goals.   You can expect to have a full induction and training relevant to your role. We advertise all our vacancies internally, so you’ll have the opportunity to really develop your career with Travelodge.



Benefits

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