Strategically drives profitable M&E and Leisure revenue and market share growth for RHG globally, through the focus on selected portfolio of strategic accounts and strategic M&E and leisure sectors and/or selected POS, majority from the US.  
Develops aligned qualification process to drive qualified business towards RHG, to and within the areas and theatres. For team leading tasks, coaches the Sales Team directly, to ensure that all opportunities (all brands) are optimized from, to and within the areas and theatres

·       To drive profitable M&E and Leisure revenue and market share growth for hotel(s) through the focus on a selected portfolio of existing /new strategic accounts as defined by the line & dotted line managers to ensure account development is properly implemented at all levels

·       Focus is on strategic segments and accounts

·       Develop relationships with identified key international accounts (3rd Party Intermediary) within appropriate region/segment in order to drive all profitable revenue and market share growth for the Radisson Hotel Group

·       Develop knowledge of each account & segmentation(M&E , Leisure) , its pipeline, full global potential, supplier management and strategic focus

• Create consultative selling approach to maximise commercial opportunity for Radisson Hotel Group
• Work alongside, communicate & co-ordinate with other Sales Team Members across Areas/Theatres to deliver total Account planning.

·       Ensure effective communication and coordination with other department of the commercial organisation to ensure that relevant strategy is understood and aligned.

• Support M&E and leisure evolution i.e. cruise sector, religious travel ,RHG Value Propositions ( Healthcare, Automotive, Sports etc) and other from potential Global M&E and Leisure Accounts
• Leveraging on RHG channel transformation and automation within M&E and Leisure procurement and reservation process (M&E , LGR) where applicable

C. Key Roles Responsibilities:

1.     To develop and manage a portfolio of selected M&E and Leisure Group and other segment accounts across US and EMEA (and or other Theatres) as per RHG customer lifecycle standards

2.     To drive profitable revenue growth for the strategic M&E and Leisure Group accounts, meet budget targets, and capture opportunities for the Radisson Hotel Group (all brands and types)

3.     To ensure product knowledge of RHG portfolio, and identified key hotels

4.     To monitor and support BGR/BGO and LGR RPF’ process status, systems deployment and business case optimization(where applicable)  

5.     To perform global negotiation meetings, with professional aligned pre- and post-preparations to optimize RHG strategies and maximize market share

6.     To research, identify and establish new business sales potential, contacts, develop relationships and revenue opportunities from new and existing clients

7.     To develop and implement focused strategies for account development in order to penetrate accounts and communicate to all internal stakeholders, leveraging collaboration and work from analytics team

8.     To undertake regular meetings and activities with managed accounts and ensure they have the knowledge to grow business and revenues

9.     To agree tactical communication and or marketing activity activity to underpin the account strategies and deliver increased customer / market share activity monitors progress on a timely basis

10.  To ensure regular communication with clients to deliver key messages and support the hotels as/when required

11.  To organize and host client events, and familiarization trips, to enhance relationships and build client knowledge

12.  To demonstrate a growth in production revenues and market share with account base, focused on total profitable revenue

13.  To ensure all activities are recorded within all accounts via CRM on a regular basis

14.  To work with Area Sales Teams and sales support team to assist handling enquiries, account development and how to follow up on key leads and key Tour series

15.  To attend team meetings as/when required

16.  To perform regular communications with all stakeholders internally & externally

17.  To participate in industry networking events and maximize membership within industry associations

18.  To stay on top of industry trends, news, competitor activities and update the team accordingly

D. Competencies and Skills:

Strategic Perspective

·       Ability to take a wider view without losing sight of short-term priorities

·       Capacity to contribute to the overall planning and objective setting process for their accounts

·       Keeps on top of changes in the industry & markets focused on changing technology, booking trends and distribution development

Commercial Focus

·       Has an in-depth understanding of the market place and focuses on maximizing profitable market share

·       Makes revenue decisions with a clear consideration of both profit and costs

·       Is vigilant to new opportunities and ways to exploit the international business environment

·       Has good analytical skills for understanding and communicating account performance

Active Relationships

·       Excellent at building strong relationships with existing contacts/accounts

·       Has a clear view of who are the key players and develop relationships at all levels of the client interface

·       Seeks out new relationships and hosts client events in a pro-active way

·       Tackles conflicts skilfully and diplomatically in pursuit of win-win solutions

·       Strong communication skills

·       Builds strong internal relationships with sales team and other commercial stakeholders

Quality Results 

·       Operates to a clear overall plan for developing new and existing accounts and closely monitor progress to achieve sales results

·       Good at time management, multi-tasking and prioritization

·       Can adapt plans quickly in face of changing demands/circumstances

·       Diligent in keeping customer databases and activity logs up to date

Problem Solving 

·       Can quickly weigh up the options, solve problems and prioritise opportunities based on value

·       Strong negotiation skills to support overall goals and strategy

Passion and Integrity

·       Has got a passion to sell, close deals and deliver results

·       Motivated by tough sales targets

·       Can work without direct supervision

• Role model of integrity who treat people with respect

E. General Responsibilities

Health and Security:

§  Ensure that all potential and real hazards are reported and reduced immediately

§  Fully understands the fire, emergency and bomb procedures

§  Ensure the safety of the people and property within the premises by applying office regulations and adhering to existing laws and regulations

§  Anticipate possible and probable hazards and conditions and either corrects them or take action to prevent them from happening

§  Maintain the highest standards of personal hygiene, dress, uniform, appearance, body language and conduct

Laws, Regulations and Policies:

§  Follow all applicable laws, corporate standards and guidelines

§  Responsible Business – shows involvement and interest in environmental and/or social issues

Miscellaneous:

§  Perform all duties and responsibilities in a timely and efficient manner in accordance with established company policies in order to achieve the overall objectives of this position

§  Attend meetings and training required by the line manager

§  Assist colleagues to perform similar or related jobs when necessary

§  Accept flexible work schedule

§  Continuously seeks to endeavor and improve the department’s efficient operation and knowledge of own job function

§  Share best practices within the team

F. Job requirements and qualifications: Indicate the minimum education and experience for this job, any certifications require

Minimum education:      Desirable but not essential university degree at bachelor level or equivalent
                                         Hospitality or related higher education

Minimum experience:    At least 2-3 year’s Strategic Account Management

                                         Experience gained in Commercial department, preferably M&E and/or leisure

                                         Track record of Sales

                                         Experience within hospitality and related travel/leisure companies an advantage

 Language skills:           Fluent in English (written and verbal) with professional working knowledge of key languages in
                                        operating area

Strategically drives profitable M&E and Leisure revenue and market share growth for RHG globally, through the focus on selected portfolio of strategic accounts and strategic M&E and leisure sectors and/or selected POS, majority from the US.  
Develops aligned qualification process to drive qualified business towards RHG, to and within the areas and theatres. For team leading tasks, coaches the Sales Team directly, to ensure that all opportunities (all brands) are optimized from, to and within the areas and theatres

·       To drive profitable M&E and Leisure revenue and market share growth for hotel(s) through the focus on a selected portfolio of existing /new strategic accounts as defined by the line & dotted line managers to ensure account development is properly implemented at all levels

·       Focus is on strategic segments and accounts

·       Develop relationships with identified key international accounts (3rd Party Intermediary) within appropriate region/segment in order to drive all profitable revenue and market share growth for the Radisson Hotel Group

·       Develop knowledge of each account & segmentation(M&E , Leisure) , its pipeline, full global potential, supplier management and strategic focus

• Create consultative selling approach to maximise commercial opportunity for Radisson Hotel Group
• Work alongside, communicate & co-ordinate with other Sales Team Members across Areas/Theatres to deliver total Account planning.

·       Ensure effective communication and coordination with other department of the commercial organisation to ensure that relevant strategy is understood and aligned.

• Support M&E and leisure evolution i.e. cruise sector, religious travel ,RHG Value Propositions ( Healthcare, Automotive, Sports etc) and other from potential Global M&E and Leisure Accounts
• Leveraging on RHG channel transformation and automation within M&E and Leisure procurement and reservation process (M&E , LGR) where applicable

C. Key Roles Responsibilities:

1.     To develop and manage a portfolio of selected M&E and Leisure Group and other segment accounts across US and EMEA (and or other Theatres) as per RHG customer lifecycle standards

2.     To drive profitable revenue growth for the strategic M&E and Leisure Group accounts, meet budget targets, and capture opportunities for the Radisson Hotel Group (all brands and types)

3.     To ensure product knowledge of RHG portfolio, and identified key hotels

4.     To monitor and support BGR/BGO and LGR RPF’ process status, systems deployment and business case optimization(where applicable)  

5.     To perform global negotiation meetings, with professional aligned pre- and post-preparations to optimize RHG strategies and maximize market share

6.     To research, identify and establish new business sales potential, contacts, develop relationships and revenue opportunities from new and existing clients

7.     To develop and implement focused strategies for account development in order to penetrate accounts and communicate to all internal stakeholders, leveraging collaboration and work from analytics team

8.     To undertake regular meetings and activities with managed accounts and ensure they have the knowledge to grow business and revenues

9.     To agree tactical communication and or marketing activity activity to underpin the account strategies and deliver increased customer / market share activity monitors progress on a timely basis

10.  To ensure regular communication with clients to deliver key messages and support the hotels as/when required

11.  To organize and host client events, and familiarization trips, to enhance relationships and build client knowledge

12.  To demonstrate a growth in production revenues and market share with account base, focused on total profitable revenue

13.  To ensure all activities are recorded within all accounts via CRM on a regular basis

14.  To work with Area Sales Teams and sales support team to assist handling enquiries, account development and how to follow up on key leads and key Tour series

15.  To attend team meetings as/when required

16.  To perform regular communications with all stakeholders internally & externally

17.  To participate in industry networking events and maximize membership within industry associations

18.  To stay on top of industry trends, news, competitor activities and update the team accordingly

D. Competencies and Skills:

Strategic Perspective

·       Ability to take a wider view without losing sight of short-term priorities

·       Capacity to contribute to the overall planning and objective setting process for their accounts

·       Keeps on top of changes in the industry & markets focused on changing technology, booking trends and distribution development

Commercial Focus

·       Has an in-depth understanding of the market place and focuses on maximizing profitable market share

·       Makes revenue decisions with a clear consideration of both profit and costs

·       Is vigilant to new opportunities and ways to exploit the international business environment

·       Has good analytical skills for understanding and communicating account performance

Active Relationships

·       Excellent at building strong relationships with existing contacts/accounts

·       Has a clear view of who are the key players and develop relationships at all levels of the client interface

·       Seeks out new relationships and hosts client events in a pro-active way

·       Tackles conflicts skilfully and diplomatically in pursuit of win-win solutions

·       Strong communication skills

·       Builds strong internal relationships with sales team and other commercial stakeholders

Quality Results 

·       Operates to a clear overall plan for developing new and existing accounts and closely monitor progress to achieve sales results

·       Good at time management, multi-tasking and prioritization

·       Can adapt plans quickly in face of changing demands/circumstances

·       Diligent in keeping customer databases and activity logs up to date

Problem Solving 

·       Can quickly weigh up the options, solve problems and prioritise opportunities based on value

·       Strong negotiation skills to support overall goals and strategy

Passion and Integrity

·       Has got a passion to sell, close deals and deliver results

·       Motivated by tough sales targets

·       Can work without direct supervision

• Role model of integrity who treat people with respect

E. General Responsibilities

Health and Security:

§  Ensure that all potential and real hazards are reported and reduced immediately

§  Fully understands the fire, emergency and bomb procedures

§  Ensure the safety of the people and property within the premises by applying office regulations and adhering to existing laws and regulations

§  Anticipate possible and probable hazards and conditions and either corrects them or take action to prevent them from happening

§  Maintain the highest standards of personal hygiene, dress, uniform, appearance, body language and conduct

Laws, Regulations and Policies:

§  Follow all applicable laws, corporate standards and guidelines

§  Responsible Business – shows involvement and interest in environmental and/or social issues

Miscellaneous:

§  Perform all duties and responsibilities in a timely and efficient manner in accordance with established company policies in order to achieve the overall objectives of this position

§  Attend meetings and training required by the line manager

§  Assist colleagues to perform similar or related jobs when necessary

§  Accept flexible work schedule

§  Continuously seeks to endeavor and improve the department’s efficient operation and knowledge of own job function

§  Share best practices within the team

F. Job requirements and qualifications: Indicate the minimum education and experience for this job, any certifications require

Minimum education:      Desirable but not essential university degree at bachelor level or equivalent
                                         Hospitality or related higher education

Minimum experience:    At least 2-3 year’s Strategic Account Management

                                         Experience gained in Commercial department, preferably M&E and/or leisure

                                         Track record of Sales

                                         Experience within hospitality and related travel/leisure companies an advantage

 Language skills:           Fluent in English (written and verbal) with professional working knowledge of key languages in
                                        operating area