Key Account Manager, Hotels

With millions of diners, 70,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion.

Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

About the Job

The essence of the Key Account Manager, Hotels role will be to manage a portfolio of our most important North American Hotel Groups. Our focus is on promoting retention and driving revenue growth via solutions that help our groups reach their operational and marketing objectives. Central to this role is the ability to understand the Hotel technology ecosystem and clearly articulate the unique OpenTable value proposition for Hotels. We are looking for data-driven relationship managers to grow revenue over time through a consultative approach to each assigned account

Note: This is a remote position, with a preference for candidates based on the West Coast. The role requires up to 25% domestic and international travel.

Responsibilities

• Own relationships with assigned Hotel management companies and North American regional chains
• Conduct high quality conversations around tech strategy and F&B operations
• Provide high-quality, data-driven product and service presentations (both in person and online) that are customized for each partner to determine solution needs
• Develop and execute engagement plans for assigned accounts, including training sessions, email communications, quarterly business reviews and regular troubleshooting calls.
• Provide internal and external reporting that help tell the OpenTable story as well as track progress on key results for customer and internal objectives
• Represent OpenTable at industry and partner events and tradeshows as needed
• Navigate complex decision making and procurement processes to identify appropriate stakeholders, including C-suite, customer tech teams and F&B operations staff.
• Work with the OpenTable field account management team and Hotel Account executives to ensure a tight coordination of plan for each account
• Own the administrative side of the account manager role, including documentation and feedback of client engagement in Salesforce.
• Gather feedback from customers to suggest feature and functionality requirements for product upgrades
• Plan and execute on strategy to drive adoption and usage of key product features and functionality against a target list of accounts
• Keep abreast of ongoing product and technology developments within the Hospitality space and understand how that applies to internal and external conversations

Minimum Qualifications

• Minimum 3+ years of experience in B2B account management
• You are passionate about the hospitality industry with knowledge and experience working with Hotels
• You are a self starter with the ability to take ownership of account portfolio
• You have a track record of owning and executing strategic initiatives to meet pre-set objectives
• Passionate about using data and analytics to inform decision-making and build business cases
• You are skilled at stakeholder management to tackle problems and achieve results, ranging from restaurant managers to software product managers
• You have strong time management and comfort with administrative tasks
• You are proficient in Google Suite, Microsoft Office. Salesforce experience is a plus!
• You are comfortable working in an unstructured and forward-thinking environment

Benefits and Perks

• Work from (almost) anywhere for up to 20 days per year
• Focus on mental health and well-being:
  • Company-paid therapy sessions through SpringHealth
  • Company-paid subscription to Headspace
  • Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Paid volunteer time
• Focus on your career growth:
  • Development Dollars
  • Leadership development
  • Access to thousands of on-demand e-learnings
• Travel Discounts
• Employee Resource Groups
• Competitive retirement and health plans

Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $70,000 - $78,000 USD.

We offer a competitive base salary and benefits including: health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave benefits. This role is eligible to be considered for an annual bonus.

Work Environment & Flexibility

At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.

Inclusion

We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we're building a team as dynamic as the diners and restaurants we serve—and fostering a culture where everyone feels welcome to be themselves.

If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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