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.
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
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
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