Senior Account Manager - Hospitality and Hotel Sales

Role Overview

The Senior Account Manager will drive revenue expansion for a prominent global hospitality enterprise by actively identifying and developing group business opportunities within domestic and international markets. The focus is majorly on group business (~80%), complemented by corporate transient third-party business (~20%). The role demands generating quality leads, fostering robust client and partner relationships, and collaborating closely with sales and operations teams to secure confirmed business.

This position is fully remote but requires candidates to be based in the Greater Auckland Area for effective market coverage. Approximately 30% local travel and occasional international trips are expected to support client visits, events, and engagement.

Primary Responsibilities

• Serve as the key contact for assigned accounts, nurturing long-term client relationships
• Maintain ongoing communication to understand client priorities and opportunities
• Increase revenue by proactively sourcing prospects, generating leads, and developing opportunities
• Maintain focus on 80% group business, 20% transient third-party segments
• Identify opportunities for upselling, cross-selling, and market share growth
• Formulate and implement tailored sales strategies and action plans for accounts
• Represent client portfolio with thorough product knowledge and service excellence
• Participate in industry events, sales calls, and market engagement initiatives
• Manage contract renewals and negotiate agreements to promote retention and growth
• Promptly resolve client issues or escalate when necessary

Administrative and Operational Duties

• Record sales activities, pipeline status, and account communications accurately in Salesforce
• Keep CRM data, forecasting, and reporting current and compliant
• Maintain an updated Outlook calendar reflecting meetings and travel commitments
• Oversee expense tracking and documentation per company policies
• Engage actively in internal meetings and collaborative forums
• Coordinate effectively with internal teams
• Comply with client policies, processes, and governance standards
• Exhibit flexibility to support business needs including non-standard working hours

Analysis and Commercial Responsibility

• Monitor account performance and pipeline health via sales tools and Salesforce reports
• Analyze trends, risks, and growth opportunities across accounts and markets
• Assess performance using revenue and commercial metrics
• Adjust sales strategies based on insights, client inputs, and market dynamics
• Prepare and deliver performance reviews and recommendations to stakeholders

Skills and Qualifications

• 3–5 years experience in hospitality or travel industry sales, account management, or business development
• Experience with group and transient third-party business preferred
• Proven success in generating, managing, and converting sales opportunities across various segments
• Strong negotiation, sales, and presentation skills, with capacity to influence all organizational levels
• Proficient in building and sustaining professional relationships via meetings, email, video calls, and phone
• Excellent communication skills paired with professional demeanor
• Self-driven, motivated, results-oriented, and accountable
• Capable analytical skills to review performance and pinpoint growth areas
• Highly organized with strong multitasking and time-management abilities
• Proficiency in Microsoft Outlook, Word, Excel, PowerPoint, Teams, WebEx, and Zoom
• Experience using Salesforce or equivalent CRM software
• Ability to work independently in a remote setting with strong self-management
• Flexible about working hours and willing to take on additional responsibilities as required