Regional Manager, Account Management

As Regional Manager AM you sell / upsell the organisation’s products and services, and maintain relationships with existing or longer sales cycle accounts. Primary responsibilities typically include expanding and developing our top accounts and providing top notch customer service, as well as managing your team and enabling them to be performant. You will deal with the key accounts that are highly strategic to the business, and have complex requirements. You will also look after a team of Account Managers, with the help of a Senior AM. You will foster your team’s growth through development planning, performance management, collaborative work, and real-time feedback and coaching that promotes individual success and long term retention.

You’ll be reporting to our Director of Customer Growth to drive the company’s success.

Strategic responsibilities

• Responsible for significant key partner relationship management and development. Responsible for the master strategy for strategic accounts and ensures the strategy is executed

• Territory mapping, account planning and opportunity management in collaboration with the Director of Customer Growth

• Develop and maintain the strategic account plan for OTA Insight to meet or exceed customer objectives and our sales goals.

• Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities

• Articulate OTA Insight’s value proposition to C-level management

Commercial responsibilities

• Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI

• Responsible for achieving net revenue retention goals

• Provide high touch customer service, including escalation and coordination of support issues as needed.

• Forging strong working relationships with clients and genuine understanding of their unique needs.

• Be the customer’s voice within OTA Insight– empowering cross-functional internal teams to deliver world-class results and improve the entire customer experience.

Team management responsibilities

• Hire, enable and retain a highly motivated account management teams in collaboration with the People & Talent team

• Focus on weekly one-on-ones that help Account Managers develop in all areas of customer success and personal growth

• Increase the efficiencies within your team

• Create a culture of success with ongoing business and goal achievement and understand and promote that values that have made OTA Insight a long term success

• Be a motivator, ensure that reps have a clear understanding of our vision, mission and values and that they exhibit them as they work with prospects and customers

• 3-4 years of team management experience in a high-growth business (preferably SaaS), entering new markets or defining a new category, building and managing new territories

• Experience working with, influencing and collaborating with cross-functional leadership

• Experience understanding and using data for decision making, forecasting, and informing strategy

• Excellent coach, mentor and ability to quickly assess top talent to build a winning team

• Skilled at building rapport, opening doors, and understanding business requirements of senior decision makers

• BS/MS degree in business administration or a related field preferred

• Previous experience selling a brand to the hospitality market