Key Account Manager - – US/Canada - eNETT
Role OverviewIn our role of Key Account Manager US/Canada, you'll establish and maintain mutually beneficial and profitable relationships with Tier 1 accounts and OTAs to deliver significant growth and profitability to eNett.
our broad-based role encompasses elements of stakeholder engagement, project management, analytical understanding and problem solving. You'll develop strong relationships across multiple accounts and multiple departments at varying levels of seniority. Key to the role, is developing a deep understanding of the Customer's payment operations; being part of the working team that helps solve current challenges and can also think strategically in contributing to the development and execution of their future plans. You'll also be the primary interface between the Customer and eNett's business, and ensure day-to-day and new projects/initiatives are coordinated to deliver against agreed plans.Internal Relationships
Reporting to: Vice President of Sales & General Manager Americas
Working with: the local Americas regional team (customer support, Sales Managers implementation / delivery, channel management), Global team (Commercial / Business Development, Legal, Finance, Product, Marketing, IT). External Relationships
Existing Customers / External Prospects: OTAs, Hotels and other aggregators, Travel Agents (leisure & business), Wholesalers, Travel suppliers (Airlines, Hotels, Rail, Car hire, cruise & ferry) companies etc., across the Americas
Suppliers/Partners: Travelport, eNett International's referral partners, GDSs, Merchant intermediaries, Gateway acquirers, MasterCard, Banks, 3rd party travel technology providers, Mid/back office providers, technology providers and their respective commercial and sales teams
Key ResponsibilitiesCustomer Experience
Leverage knowledge, relationships and proven track record in the travel vertical to lead the development of customers in specific region
Establish and maintain mutually beneficial and profitable relationships with existing customers, prospects, partners and key industry stakeholders resulting in strong customer growth rates and with negligible customer attrition
Develop a highly effective, efficient and profitable customer account development and management function
Strategic Account Management
Develop a deep understanding of the Customer's business, especially Payment Operations and Treasury divisions
Establish and maintain mutually beneficial and profitable relationships with existing customers, key stakeholders, partners and key industry stakeholders resulting in strong customer growth rates and with negligible customer attrition
Proactively lead strategic account planning process for the tier 1 and OTA clients that develops mutual performance objectives, financial targets, and critical milestones for short/medium/longer term
Promote the eNett brand and solution set to ensure industry awareness and maximize sales growth; Work closely with the VP of Sales & GM, Americas to build brand equity of eNett International and strategically position its product suite as the leading industry solutions, focusing on the value proposition
Ensure quality and timeliness of delivery of business development activities including internal activity reporting, contractual commitments and key customer agreement success criteria. Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
Solve any problems that may arise with the Customer's existing eNett set-up
Achieves strategic customer objectives defined by company management
Business Development
Engage and manage existing customers in the US and Canada, expand and convert opportunities
Ensure quality and timeliness in delivery of business development activities including internal activity reporting, contractual commitments and key customer agreement success criteria
Expand and convert new opportunities through collaborative working
Support thinking and direction setting on new product and process development
Some International and North America/Canada travel required
Insights and Reporting
Deliver assigned targets for GDV and strategic objectives in assigned accounts in line with agreed budgets and targets
Provide management with a clear and regular view of customer performance
Achieve full utilization of Salesforce.com
Maintain high customer satisfaction ratings through NPS
Provide feedback and insight into the America's travel market place competition; Identify existing competitors and provide insight into the eNett competitive position within the market places we operate
Personal Development:
Understand and participate in performance development to continually learn and grow
Actively contribute to a culture where customers are at the heart of our business and living our values
Take personal responsibility to ensure that you adhere to all regulatory requirements and apply appropriate controls in the interests of our customers and people
Key Competencies
Proven effective sales lead
Current experience managing tier1 large accounts, preferably OTAs such as: Expedia, Booking.com, etc.
Exceptional business development and relationship management skills
Relationship-focused with a strong customer orientation, matrix management and collaborative style
Commercial focus and business acumen well informed about our markets
Demonstrate the ability to analyse situations accurately and quickly, grasping complexities, identifying key issues and using business insight to apply sound judgment
Strong persuasive communicator with exceptional listening and presentation skills
Ability to create high impact and influence stakeholders across various levels of an organisation
Strong qualitative and quantitative skills to maximise client and business outcomes
Enterprising, innovative, strategic thinker able to prioritise and manage multiple competing needs across a wide spectrum of activity
Exhibit a creative and flexible approach to meet changing circumstances - able to move fluidly from tactical to strategic to operational
Proven ability to build high performing strategic accounts
What We'd Like in You
Undergraduate degree required
Knowledge of Travel Technology and B2B Payments (Cards, Processing, Services) industry sectors along knowledge of merchant of record and gateway acquirers operations
Strong merchant relationships
Relationship Management experience with demonstrable record of success in growth/profitability;
Experience with 'C' level engagement
Proven success using Salesforce.com
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
our broad-based role encompasses elements of stakeholder engagement, project management, analytical understanding and problem solving. You'll develop strong relationships across multiple accounts and multiple departments at varying levels of seniority. Key to the role, is developing a deep understanding of the Customer's payment operations; being part of the working team that helps solve current challenges and can also think strategically in contributing to the development and execution of their future plans. You'll also be the primary interface between the Customer and eNett's business, and ensure day-to-day and new projects/initiatives are coordinated to deliver against agreed plans.Internal Relationships
Reporting to: Vice President of Sales & General Manager Americas
Working with: the local Americas regional team (customer support, Sales Managers implementation / delivery, channel management), Global team (Commercial / Business Development, Legal, Finance, Product, Marketing, IT). External Relationships
Existing Customers / External Prospects: OTAs, Hotels and other aggregators, Travel Agents (leisure & business), Wholesalers, Travel suppliers (Airlines, Hotels, Rail, Car hire, cruise & ferry) companies etc., across the Americas
Suppliers/Partners: Travelport, eNett International's referral partners, GDSs, Merchant intermediaries, Gateway acquirers, MasterCard, Banks, 3rd party travel technology providers, Mid/back office providers, technology providers and their respective commercial and sales teams
Key ResponsibilitiesCustomer Experience
Leverage knowledge, relationships and proven track record in the travel vertical to lead the development of customers in specific region
Establish and maintain mutually beneficial and profitable relationships with existing customers, prospects, partners and key industry stakeholders resulting in strong customer growth rates and with negligible customer attrition
Develop a highly effective, efficient and profitable customer account development and management function
Strategic Account Management
Develop a deep understanding of the Customer's business, especially Payment Operations and Treasury divisions
Establish and maintain mutually beneficial and profitable relationships with existing customers, key stakeholders, partners and key industry stakeholders resulting in strong customer growth rates and with negligible customer attrition
Proactively lead strategic account planning process for the tier 1 and OTA clients that develops mutual performance objectives, financial targets, and critical milestones for short/medium/longer term
Promote the eNett brand and solution set to ensure industry awareness and maximize sales growth; Work closely with the VP of Sales & GM, Americas to build brand equity of eNett International and strategically position its product suite as the leading industry solutions, focusing on the value proposition
Ensure quality and timeliness of delivery of business development activities including internal activity reporting, contractual commitments and key customer agreement success criteria. Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
Solve any problems that may arise with the Customer's existing eNett set-up
Achieves strategic customer objectives defined by company management
Business Development
Engage and manage existing customers in the US and Canada, expand and convert opportunities
Ensure quality and timeliness in delivery of business development activities including internal activity reporting, contractual commitments and key customer agreement success criteria
Expand and convert new opportunities through collaborative working
Support thinking and direction setting on new product and process development
Some International and North America/Canada travel required
Insights and Reporting
Deliver assigned targets for GDV and strategic objectives in assigned accounts in line with agreed budgets and targets
Provide management with a clear and regular view of customer performance
Achieve full utilization of Salesforce.com
Maintain high customer satisfaction ratings through NPS
Provide feedback and insight into the America's travel market place competition; Identify existing competitors and provide insight into the eNett competitive position within the market places we operate
Personal Development:
Understand and participate in performance development to continually learn and grow
Actively contribute to a culture where customers are at the heart of our business and living our values
Take personal responsibility to ensure that you adhere to all regulatory requirements and apply appropriate controls in the interests of our customers and people
Key Competencies
Proven effective sales lead
Current experience managing tier1 large accounts, preferably OTAs such as: Expedia, Booking.com, etc.
Exceptional business development and relationship management skills
Relationship-focused with a strong customer orientation, matrix management and collaborative style
Commercial focus and business acumen well informed about our markets
Demonstrate the ability to analyse situations accurately and quickly, grasping complexities, identifying key issues and using business insight to apply sound judgment
Strong persuasive communicator with exceptional listening and presentation skills
Ability to create high impact and influence stakeholders across various levels of an organisation
Strong qualitative and quantitative skills to maximise client and business outcomes
Enterprising, innovative, strategic thinker able to prioritise and manage multiple competing needs across a wide spectrum of activity
Exhibit a creative and flexible approach to meet changing circumstances - able to move fluidly from tactical to strategic to operational
Proven ability to build high performing strategic accounts
What We'd Like in You
Undergraduate degree required
Knowledge of Travel Technology and B2B Payments (Cards, Processing, Services) industry sectors along knowledge of merchant of record and gateway acquirers operations
Strong merchant relationships
Relationship Management experience with demonstrable record of success in growth/profitability;
Experience with 'C' level engagement
Proven success using Salesforce.com
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
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