General Manager - Key Account Management - Hospitality

- The Key Account Manager's mission is to Grow revenues & profitability by deploying effective sales strategies and action plans for penetrating the market, strengthening existing client relationships their retention, and bringing new clients onboard.

KEY OUTCOMES:

1. Demand Generation: generate 10-12 qualified leads per month through customer meetings, market mapping, account-based campaigns and outbound events, emails etc.

2. Up-level Relationships: Build and lead from the front by forging/leveraging C-level relationships with General Managers, Director of Finance, IT Manager and Chief Engineer within individual Hotel properties and with Cluster Managers for large portfolio to create growth opportunities.

3. Must have an understanding of Guest facing in room technologies, Wi-fi, Casting and energy optimization technologies

KEY FUNCTIONAL AND DOMAIN COMPETENCIES

1. Technical Knowledge:

- Understanding of all offering stated in point 3 above and how they operate.

- Familiarity & relationships with Hoteliers (Operators & Owners) and Consultants.

- Knowledge of Hospitality market and the competitive landscape in India.

- Awareness of industry standards and regulations related to Wi-Fi internet services

2. Product Knowledge:

- Thorough techno-commercial understanding of the solutions offered by the company.

- Ability to articulate the features, benefits, and value proposition of the products & services.

- Familiarity with different players and brands in the market, and how they compare to the company's offerings & services

3. Sales Skills:

- Strong communication and interpersonal skills to effectively interact with clients.

- Ability to identify and understand customer needs and pain points.

- Consultative & target driven selling approach to recommend the best solutions for customers.

- Negotiation skills to close deals and reach mutually beneficial agreements.

- Relationship-building skills to maintain long-term client relationships.

4. Customer Service and Support:

- Providing excellent customer service throughout the sales process and moderating timely execution with & through other internal stake holders in the company.

- Ensuring customer satisfaction and addressing any issues or concerns promptly and delivering what was promised as a part of an mutually agreed contractual engagement.

- Building trust and credibility with customers to foster long-term relationships.

KEY RESPONSIBILITIES

- Develop Sales Strategies: Build and deploy sales strategies and tactics specific & related solutions. Implement action plans to achieve revenue targets and grow existing and new customers.

- Key Account Management: Cultivate strong relationships within Key Accounts, ensuring overall satisfaction with our service offering. Utilize this network to foster loyalty and secure long-term partnerships.

- Identify Revenue Opportunities: Utilize market understanding to uncover new revenue opportunities for our solutions. Use data-driven insights to optimize strategies and improve sales effectiveness.

- Sales Pipeline Management: Develop a robust Sales Pipeline five to six times the set targets at any given point in time. Manage the entire sales process from lead generation to closing deals, consistently exceeding sales targets.

- Client Relationship Building: Build strategic relationships with client teams, including C-suite executives and department heads, to facilitate efficient project realization & customer retention / renewals.

- Profitability Improvement: Analyse the business performance of key accounts.

- Formulate strategies to improve gross margins, revenue growth and profitability.

- Lead Generation and CRM: Implement best practices for lead generation and CRM specifically tailored for Hotel solutions. Continually improve processes such as prospecting and client management.

- Cross-functional Collaboration: Collaborate with internal teams, including BU heads and Solution SMEs, to create proposals that win new business while achieving profitability & EBITDA objectives.

- Performance Tracking and Reporting: Track and report on sales performance metrics, including revenue attainment, sales pipeline health, and customer engagement.

SKILLS & EXPERIENCE

a. Understanding of financial metrics, such as profit margins, ROI, and revenue targets.

b. Capability to identify and capitalize on opportunities for market expansion and growth.

c. Proven track record in managing key accounts and building strong customer relationships.

d. Ability to develop and execute sales strategies to achieve revenue targets and penetrate new markets.

e. Customer-centric approach and responsiveness

f. 10 + years of relevant industry and domain expertise.