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Director, Account Management - IMEA
As the Director of Account Management (IMEA), you will be responsible for leading, managing, coaching, and supporting the team. You may also manage a limited number of accounts directly. Directly responsible for account management activities and consolidated financial goals for a portion of a super region's or global accounts, whilst also setting and driving team’s business and people strategy.
What you'll do:
Places individuals in roles and assignments that contribute to their personal and career development. Facilitates cross-team and cross-divisional movement when appropriate
Coaches managers on building trusting, candid relationships with their teams to enable productive development conversations
Holds self and team accountable for setting and meeting departmental goals
Identifies and resolves issues that may impair the team's ability to meet strategic, marketing, financial, and technical goals
Helps team members identify and build key relationships and networks inside and outside the organization
Inspires and gains the commitment of others towards the vision, mission, values, and organizational goals
Develops long-term strategy for teams across the business to meet with customers* and discuss feedback on products or services
Utilizes deep knowledge of the customer* to understand unstated expectations and measure the performance of solutions against needs
Develops the strategy to meet long-term needs of the customer*, endeavoring for the relationship to be viewed by the customer* as indispensable and irreplaceable
Coaches leaders on relationship and stakeholder management
Advocates for customers* internally, focusing on mutually beneficial outcomes and value
Leads and supports others in methods of objection handling
Uses an objective and business value focus to make clear and quick decisions, leading relevant parties to consensus with logic
Drives broad and meaningful partnerships across the business and externally to cultivate a culture focused on an aligned strategy for the business. Leads others in developing network and driving team visibility
Leads to consensus within teams, objectively focusing on business value outcomes
Steers the company’s decisions around product offerings and develops areas of expertise that best meet market demands and attract new customers*
Acts as an innovator and thought leader around new products, technologies, offerings, etc. in the industry
Forecasts market data trends and proactively positions the company competitively in the market
Identifies direct and indirect competitors and drives in-depth competitive analyses to drive team strategy
Manages pipeline of long-term or high-priority accounts by anticipating future demand and ensuring sales goals are met
Utilizes knowledge of company objectives and competitive landscape to identify opportunities
Creates sales approach and goals that reflect and support overall strategy
Drives organization performance by creating effective account plans and innovative plans to drive sales performance and effectiveness
Proactively seeks and builds broader organizational relationships that influence account development and management; creates opportunities for other account team members to collaborate with customer* team and build relationships
Coaches and leads team members to identify business opportunities and signals that the customer* may need additional products/services
Leverages existing relationships to uncover business drivers and works collaboratively with the customer* account team and key decision makers within the company to affect mutually beneficial solutions
Who you are:
Typical number of years' experience - not required but as a guide when coupled with education - 12+ years for Bachelor's / 10+ years for Master's or equivalent related professional experience
5+ years of people management
Effective leadership coach, capable of developing strong leaders and managing diverse teams
Excellent analytical skills
Impactful communicator and influencer
#LI-JT3
About Expedia Group
Expedia Group (NASDAQ: EXPE) powers travel for everyone, everywhere through our global platform. Driven by the core belief that travel is a force for good, we help people experience the world in new ways and build lasting connections. We provide industry-leading technology solutions to fuel partner growth and success, while facilitating memorable experiences for travelers. Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™.
© 2021 Expedia, Inc. All rights reserved. Trademarks and logos are the property of their respective owners. CST: 2029030-50
Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. Never provide sensitive, personal information to someone unless you’re confident who the recipient is. Expedia Group does not extend job offers via email or any other messaging tools to individuals to whom we have not made prior contact. Our email domain is @expediagroup.com. The official website to find and apply for job openings at Expedia Group is careers.expediagroup.com/jobs.
Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.
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