As a Key Account Manager at Tripadvisor, you will work with both existing and new customers, engage in a consultative sales approach, demonstrate our business value and ultimately sell Tripadvisor solutions to our clients. You will have access to training, processes and tools to support success in this role. The ideal candidate will have strong sales DNA, be results-driven, execution-focused and customer-oriented. 

You are the right person for this role if you are proactive, motivated, strategic, organized, and able to work well in an entrepreneurial environment. This role requires excellent sales and communications skills as well as effective relationship-building talents. Beyond that, we are seeking sales experience in hotels, e-commerce, SAS, and other digital platforms along with demonstrated success with exceeding sales targets. 

What You’ll Do

• Develop trust relationships with a portfolio of hotel tech aggregator major clients

• Acquire a thorough understanding of key customer needs and requirements 

• You’ll be representing the company in day-to-day partner contacts, owning and leading the hotel aggregator conversation and securing partner investment in TripAdvisor’s products and/or services

• You’ll be focusing on achieving and exceeding agreed quarterly sales targets on revenue, conversion number of new customers and improving long term client relationships, seeking win-win solutions and opportunities to meet team and department goals

• Working closely with the Analytics Manager to align on Account Strategy for key clients,  proactively identifying growth opportunities linked to hotel aggregators

• Creates account management program for assigned book of business. Guides hotel aggregator strategy, planning and implementation of hotel aggregator products to deliver against agreed KPI’s and OKRs/MBOs

• Provide in-depth product demonstrations along with the ability to negotiate and close new business 

• Serve as the link of communication between key customers and internal teams 

• Modify customer engagement to overcome objections and win customers; identify solutions to issues and concerns. 

• Be capable of engaging with prospects appropriate to their needs and metrics (i.e. Return on-Investment, traffic, views, and sessions) 

• Collaborate with Optimization and Continuity teams in the pursuit of excellent results and flawless execution 

• Resolve issues and problems faced by customers in a profitable manner. 

Skills & Experience

• 8+ years sales experience, preferably selling into more complex organizations 

• Bachelor’s Degree 

• Inside Sales or Key Account Sales. Preferably in Acquisition or Business Development, at an industry relevant company.

• Experienced in technical interaction - our group works closely with site engineers so the successful candidate must enjoy problem solving and be confident using technical solutions to ensure successful campaigns

• Experience in digital e-commerce and ROAS management or fast growth technology business strongly preferred

• Results-driven and motivated self-starter with ability to work autonomously

• Ability to think across commercial, product and technical elements of partnerships

• Ability to use data to build a compelling story to influence internal and external results

• Excellent written and oral communication in the relevant language/s of the country covered 

• Demonstrated sales aptitude (negotiation & closing) with relentlessly high standards 

• Territory and pipeline management experience using a CRM (Salesforce)

• Coachability, openness to feedback and dedication to consistent self-improvement

• Proficient in Powerpoint, Tableau and Excel with a strong analytical ability

The salary range for this role is $70,000 to $120,000. This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range. An employee’s pay position within the wage range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, sales or revenue-based metrics, and business or organizational needs. This compensation range may also be modified in the future.

We strive to create an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or the recruiting process, please make sure to reach out to your individual recruiter or our team at [email protected]. 

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