Commercial Account Manager

As Spanish speaking Commercial Account Manager, you are responsible for growing Annual Recurring Revenue within a portfolio of customers for this world leading Travel SaaS vendor.
  
Account Management Strategies

• Engaging with individual account to identify target ARR growth opportunities, defining business cases and strategies to convert.
• Maintaining an in depth understanding of the customer portfolio to help identify commercial opportunities (upsell/cross-sell) and plan sales strategies accordingly
• Identifying other customers in the portfolio with similar company personas and opportunities for cross-learning, growth strategies and introductions.
• Working with Customer Success Manager to build the relationship with the customer and grow the account.

Customer Relationships and Account Growth

• Maintaining excellent long-term relationships with customers.
• Extending contacts and relationships internally at customers, identifying opportunities for expansion into other functions/departments.
• Working with Marketing team to use customers for Press announcements and case studies.
• Representing at trade shows internationally.
• Identifying opportunities for customer training as part of any commercial activity, and working with the Product Training Manager and Customer Success Manager to commercialise and deliver these in an ARR format.
• Managing and converting commercial opportunities at customers for product cross-sell.
• Preparing commercial proposals, contract renewals, and respond to customer RFIs and RFPs.
• Managing each account with a structured and systematic approach, to enable accurate forecasting against targets.
• Maintaining a pipeline of opportunities across the portfolio and accurately forecast close dates and probability.

 Product and Project Delivery

• Developing and maintaining an excellent understanding of product capabilities to ensure that they are accurately presented to customers
• Collaborating with the Product team to develop “go to market” plans for new product introductions to customer portfolio
• Presenting capabilities and product portfolio face to face and remotely to customers
• Participating in face-to-face meetings with customers
• Working with the Business Analysis team to gather technical requirements from Customers

Measurements of success in this role:

• Net recurring revenue growth for portfolio
• Deliver successful contract renewals

Candidate Profile

• Highly experienced at building relationships and growing accounts with a global customer base
• Positive, confident and resilient and have good cultural awareness
• Tenacity and skills to create and grow opportunities even with accounts which appear to have none.
• Deep understanding of metrics and can use them to identify where performance improvements can be made to improve results.
• Experience in managing B2B travel tech accounts at an enterprise and/or group level.
• Excellent negotiation, influencing and consultative sales skills.
• Passion for the travel industry
• Great communicator at all levels of a business with excellent written and verbal skills.

Native Spanish speaker
 
Location: Spain (remote)
  
Package: up to €70k fixed salary + variable salary