Account Manager, STR
CoStar Group
hace 6 días

Job Description

STR is a leading provider of premium data benchmarking, comparative analytics, and marketplace insights for global hospitality sectors.

It maintains a presence in 15 countries and has its international headquarters in London.

In October 2019, STR was acquired by the CoStar Group, a NASDAQ 100 company with headquarters in Washington DC. In addition to STR, the group includes CoStar, the largest provider of CRE research and real-time data and Realla, the UK’s newest online commercial real estate marketplace.

As a successful Account Manager for STR, based in Madrid, your role will be to source new business in Southern Europe and also nurture and grow the existing client base, with a special focus on Croatia, Slovenia, Greece, Turkey and Israel :

  • Own the full sales cycle including but not limited to prospecting, lead qualification and nurturing, closing the sale, onboarding, training and subscription renewal
  • Qualify new leads and bring leads through the pre-defined sales cycle to close on new business
  • Nurture client relationships and build strong rapport with stakeholders and decision-makers alike
  • Be an expert in your assigned territory and account base providing valuable insights at all touch points
  • Demonstrate knowledge and expertise in STR products and methodology and share this knowledge with customers, identifying their needs and presenting solutions
  • Remain client-focused and empathetic through all interactions with a focus on data and revenue retention and growth
  • Represent STR by hosting and attending industry events, exhibitions, webinars, market-wide presentations and also by networking
  • At all times, demonstrate your skills as a team player, collaborating with your internal peers and stakeholders allowing for creativity to source the best solutions for your customers and territory
  • Creativity, agility, resilience and determination are just some of the characteristics you will require to be successful at STR
  • Full Sales Cycle

  • Follow a pre-defined sales process for the purpose of sales efficiency and to maximize results
  • Prospect new customers for new or complementary data points and new revenue
  • Generate new leads through proactive research of Census leads, networking and attendance of industry events.
  • Refine existing and generate new business through existing client base with a particular focus on leads generated by market-specific webinars and activity
  • Expose your prospects needs and present solutions
  • Close Opportunities efficiently and ensure seamless onboarding
  • Offer training to all stakeholders before, during and after the sale is complete
  • Through continued client engagement, maintain and grow STR’s client base
  • Manipulate and interpret various data sources to address business questions.
  • Explain insights to both internal and external stakeholders.
  • Territory Assignment

  • Responsibility to retain and grow sample participation in your assigned territory through client acquisition and retention, fulfilment of client data provision and improved data delivery through automation.
  • Responsibility to retain and grow revenues in your assigned territory by nurturing client relationships, identifying new stakeholders and interested parties to promote new opportunities for product sales (ad-hoc or subscription)
  • Identify opportunities for further data and revenue growth through new client acquisition, expanding STR’s client base to interested parties such as owners and management companies, local associations and vendors
  • Drive brand awareness through collaborative marketing activity, industry events and exhibitions, market-wide presentations and webinars
  • Operations

  • Collaborate on market-level initiatives for new product launches
  • Collaborate on market-level initiatives for operational transitions
  • Collaborate on company-wide initiatives in line with business needs e.g. Data and debt collection
  • Collaborate across all internal operational and client-facing departments to ensure client journey success
  • Maintain Census and CRM to a high standard, tracking all field knowledge, sales activity and client engagement
  • Reporting Responsibility

  • Agree sales strategies and initiatives for assigned territory with Regional Manager, Southern Europe
  • Deliver on agreed business development activity
  • Monitor client engagement, sales cycle progression and report with regularity to Regional Manager
  • Achieve pre-defined targets
  • Qualifications & Skills

  • 3+ years’ experience as an Account Manager in the tourism / travel industry
  • Business development experience is desirable
  • Bachelor’s Degree in Hospitality or a related field preferred
  • Native Spanish & fluent English speaker
  • Excellent organisational skills
  • Ability to work well in a team and independently
  • Proficiency with Microsoft Office Suite
  • Some European travel is required
  • CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug-free workplace and perform pre-employment substance abuse testing

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