Key Account Manager (m/f/d)

As a Key Account Manager at Accor, your main responsibilities include driving top-line revenue, maintaining key account relationships, and managing a diverse client portfolio primarily located in Austria and Switzerland. You'll be responsible for introducing Accor programs to clients, developing Account Plans with annual strategies, and providing ongoing support and feedback to hotels regarding the designated accounts.

To be a successful Key Account Manager at Accor, a bachelor's degree in Business Management, Tourism, or Hotel Management is preferred, but not essential. Additionally, candidates should have at least five years of experience in the hotel industry, showcasing a solid understanding of hotel operations and sales, along with proficiency in account management and relationship-building skills.

Accor offers comprehensive support to its Key Account Managers through training opportunities, access to resources like the Accor Academy, and a hybrid working model. You’ll have the chance to engage with industry bodies, which further aids in personal development and strengthens your professional network.

As a Key Account Manager at Accor, you will primarily use Salesforce as your CRM tool to track activities and document business interactions. This technology will facilitate effective account management strategies and ensure a seamless flow of communication with clients.

Accor provides a competitive salary package, special employee discounts across its global hotels, flexible working arrangements (2 days in the office and 3 days at home), and access to corporate health management activities. You will also enjoy various initiatives that promote sustainability and community involvement.

Building strong relationships involves active listening, regular communication, and a deep understanding of clients' needs. Share examples of how you maintained long-term relationships and provided tailored solutions that lead to mutual success.

Discuss specific instances where you effectively used Salesforce to manage client accounts, track sales activities, and document interactions. Mention how you leveraged these tools to streamline processes and improve client engagement.

Highlight your approach to identifying opportunities in existing accounts and cross-selling or upselling services that meet client needs. Explain how you analyze market trends and align strategies with company goals to drive top-line revenue.

It's essential to remain calm and professional. Discuss techniques like active listening, empathy, and seeking solutions that satisfy both parties. Provide an example of a past conflict and how you resolved it while maintaining a good relationship.

Explain your method for understanding client needs first, crafting personalized proposals, and addressing potential objections during presentations. Emphasize the importance of confidence and clarity in your communication.

Talk about subscribing to industry publications, attending conferences, and participating in professional associations. Share how this knowledge helped you adapt your strategies to meet changing market demands.

Negotiate with a win-win mindset. Discuss specific techniques such as preparation, understanding the other party's needs, and being open to creative solutions. Provide examples of successful negotiations that resulted in favorable outcomes for both parties.

Explain your methodology for assessing potential growth and revenue impact when prioritizing clients. Discuss how you balance high-touch service for key accounts with the needs of smaller clients to maximize overall success.

Outline how you set KPIs for each account, track progress against those KPIs, and adjust strategies based on performance data. Talk about the importance of regular reviews and proactive engagement with clients to encourage growth.

Provide a specific example of a significant achievement in your previous role, focusing on how your actions contributed to revenue growth or improved client satisfaction. Use metrics and data to quantify your success.