About this role
As Chain Account Manager, you will own and develop a portfolio of strategic hotel chain partnerships within your region.
Your role goes beyond managing individual hotel properties. You will work with hotel chain headquarters and senior commercial stakeholders to strengthen the overall partnership, increase corporate business across the chain’s portfolio and improve the availability, competitiveness and bookability of hotel content on the HRS platform.
You will combine strategic relationship management, commercial development and data-driven performance management. Based on partner priorities, customer demand and portfolio performance, you will develop joint account plans and translate them into measurable initiatives across the relevant hotel properties.
Acting as the central interface between HRS and your hotel chain partners, you will collaborate closely with Enterprise Sales, Procurement, Product and Operations. Reporting to the Director of Sales for Hotel Solutions, you will play a key role in growing partner revenue and delivering a strong experience for both hotel chains and HRS corporate customers.
YOUR MISSION
Strategic account ownership
Take end-to-end ownership of a portfolio of regional and international hotel chain partners
Build trusted, long-term relationships with decision-makers at hotel chain headquarters and regional leadership level
Develop a deep understanding of each partner’s commercial priorities, organizational structure, portfolio and growth strategy
Create and execute joint account plans with clear commercial objectives, initiatives and success measures
Lead regular strategic business reviews and ensure consistent follow-through on agreed actions
Commercial growth
Grow corporate business and revenue across the hotel chain portfolio
Identify commercial opportunities based on corporate customer demand, partner priorities and portfolio performance
Position relevant HRS products and platform solutions, clearly articulating their value for the hotel chain
Develop initiatives that improve the chain’s participation and performance within corporate hotel programs
Support commercial negotiations and translate agreements made at chain level into effective implementation across relevant properties
Performance management
Monitor key performance indicators across the chain portfolio, including availability, bookability, competitiveness, production, compliance and revenue contribution
Analyze data from multiple sources and translate findings into clear commercial recommendations
Identify performance gaps, prioritize improvement opportunities and agree corrective actions with the partner
Track progress against account plans and provide transparent visibility into results, risks and next steps
Cross-functional execution
Represent hotel chain priorities and requirements within HRS
Collaborate with Enterprise Sales, Procurement, Product and Operations to align corporate customer demand with partner capabilities
Coordinate the implementation of commercial initiatives across internal teams and participating hotel properties
Support partners in using relevant HRS systems, applications and processes effectively
Maintain accurate account, activity and performance information in the CRM
FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...
Relevant experience
Proven experience in strategic account management, key account management, solution selling or business development in a B2B environment
Experience managing complex commercial relationships with multiple stakeholders and organizational levels
Demonstrated success in developing accounts, identifying growth opportunities and delivering measurable commercial results
Experience in hospitality, travel technology, hotel distribution or a related industry is a strong advantage
Previous experience working with hotel chains, hotel groups or multi-property organizations is particularly relevant
Commercial and analytical capability
A strong commercial mindset and the ability to balance partner value with business outcomes
Strong analytical skills and confidence working with commercial and performance data
The ability to translate data into meaningful insights, partner recommendations and concrete action plans
Experience preparing and leading strategic account reviews and commercial presentations
Strong negotiation skills and sound business judgment
Ways of working
Excellent stakeholder management and communication skills, including confidence engaging with senior decision-makers
A structured and independent working style with a high level of ownership and accountability
Strong prioritization and execution skills, with the ability to move initiatives from planning to measurable delivery
A collaborative mindset and the ability to work effectively across commercial, operational and product teams
Curiosity, pragmatism and the drive to continuously improve existing approaches
Confidence working in a dynamic, technology-driven and internationally distributed organization
Proficiency with CRM and business productivity tools; experience with Microsoft Dynamics is an advantage
Excellent written and verbal communication skills in German and English