Senior Accounts Manager, Key Account- German

3 weeks ago

Dublin, Dublin City, Ireland Expedia Group Full time

Manages and develops key strategic partners in German to to deepen customer* relationships and grow accounts through strategic planning. Acts as trusted advisor to accounts in portfolio. Takes ownership of customer* problems, including leading and driving internal and external solutions. Shares best practices across teams and regions.

What you'll do:

  • Establishes new and fosters existing trusted relationships with key decision makers/influencers on customer* accounts.
  • Contributes ideas regarding how to create business opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to strengthen and grow customer* account.
  • Looks for signals that the customer* may need additional products/services and navigates through the appropriate organization channels to ensure important customer* account business issues are identified and acted upon.
  • Completes and manages dynamic local-, regional-, or chain-level account plans based on an understanding of customer* need and industry trends; prioritizes time based on the account's value for the organization or likelihood of success.
  • May be required to develop market/territory plans, represent company at industry events, or build company profile in location.
  • Demonstrates understanding of how the organization does business (e.g., business model and operations, financial performance, and key success factors).
  • Applies understanding of the policies, practices, trends, and information (including competitor) that impact the organization and its customers* to anticipate and plan for each step of a project.
  • Demonstrates a deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes.
  • Prepares and articulates a business issue impacting own team and helps develop the rationale for addressing it (e.g., impact on satisfaction scores or team revenues).
  • Assists in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need.
  • Helps determine the recommended solution, documenting the business case for change and sharing with team leadership.
  • Understands the market dynamics and how that is used to spot overall trends; uses this knowledge and understanding to influence customer* decisions and business outcomes.
  • Helps customers* understand the company's standard contracts and terms and conditions; asks questions of peers when appropriate.
  • Builds productive relationships with legal resources; partners to develop appropriate contract terms for simple contracts.
  • Seeks assistance from senior staff to negotiate simple or short-term contracts.
  • Replaces simple/short term contracts with complex multi-year contracts for account or regional account.
  • Demonstrates compelling rationale while explaining ideas to gain support to resolve issues and effectively influence others.
  • Offers alternatives and suggestions to address areas of differences to find a common ground, ability to handle objections, disarm tactics effectively, elegantly move out out of deadlock situations and achieve favorable outcomes in each negotiation.
  • Considers the situation from the point of view of the other party to identify a common ground; calculates the costs and benefits of possible solutions and the implications of not reaching an agreement.
  • Ability to align products, technology, and offerings to account and market needs, driving strong business outcomes.
  • Understands the full array of the company's offerings and areas of expertise; applies this knowledge to meet the needs of the customer*.
  • Builds and maintains a thorough working knowledge of products, technologies, offerings, etc.
  • Demonstrates a working knowledge of competitors'* products and services as well as their strengths and weaknesses.
  • Builds relationships with key individuals within the team, department, and organization.
  • Strategically builds relationships to support total portfolio and organization needs.
  • Builds relationships within industry outside of account.
  • Builds working knowledge of customer* industry, including market trends and economic challenges and competitive market.
  • Meets with customers* to discuss needs and seek feedback on value of products or services.
  • Supports the interpretation of the data relative to the performance of products, services, and solutions against customer* needs/expectations.
  • Provide ongoing input to senior management in developing effective and scalable solutions to improve process efficiencies.

Who you are:

  • Proficiency in English + fluent in German
  • Impactful communicator
  • Impactful in sales techniques
  • Portfolio management, negotiation with Director and C-suite levels, cross-selling, and managing operational complexity

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