Commercial Profile: Account Leader

Role Overview: Focus on the Product (HOURS)

As an Account Leader at our company, you will be responsible for building and maintaining strong relationships with hotel managers. Your primary focus will be to understand their operational needs and deliver tailored staffing solutions aligned with their goals. You will also take the lead in identifying new business opportunities in the hotel's surrounding area, actively prospecting and expanding our presence in the hospitality market.

Key Responsibilities

1. Hotel Manager Relationship Management

Build strong, trust-based relationships with hotel managers.
Understand their operational challenges, goals, and staffing needs.
Maintain regular communication to ensure alignment with expectations and delivery of effective solutions.

2. Needs Assessment and Service Offering

Conduct detailed assessments of each hotel's specific needs.
Develop and present customized staffing proposals that meet those needs effectively.
Present our services in a persuasive and solution-oriented manner that clearly communicates value.

3. Referral Generation and Growth Opportunities

Build internal relationships within the hotel to generate referrals and recommendations.
Identify opportunities for expansion into other properties based on these referrals.
Collaborate with the business development team to leverage new leads and grow our client base.

4. Commercial Prospecting

Conduct active prospecting in the area surrounding the hotel under your leadership.
Identify and engage new potential clients.
Develop and execute strategies to gain market share and secure new business.

5. Team Performance Oversight

Define clear metrics for evaluating team performance.
Provide regular feedback and coaching to ensure optimal results.
Ensure alignment between your team and the hotel manager’s operational objectives.

6. Management of Client-Requested Profiles

Work closely with the HR department to meet the specific profile requirements set by the client.
Oversee recruitment and placement processes to ensure all hotel staffing needs are effectively met.
Provide feedback regarding the suitability and performance of assigned staff.

7. Service Differentiation

Maintain a deep understanding of our services and key differentiators.
Consistently highlight our added value compared to competitors.
Proactively seek opportunities to improve and tailor services to meet evolving client needs and exceed expectations.

Core Competencies

Excellent communication and negotiation skills
Strong client service orientation and problem-solving mindset
Ability to work independently and collaboratively
Analytical thinking and sound decision-making
Results-driven approach with multitasking capability
Strategic vision and ability to identify growth opportunities
Flexibility to adapt in a fast-paced, dynamic environment

Performance Metrics

1. Sales Variation Rate

Considering the seasonal nature of the hospitality sector, especially in the hotel managed by the account leader, performance will be evaluated by comparing current month sales to the same month the previous year and to the previous month. This includes a variable compensation model.

2. Number of Referrals Generated

Track the number of referrals from hotel leadership and how many converted into new clients, using a centralized database.

3. New Client Acquisition in Prospecting Area

Maintain a record of new clients acquired within the assigned prospecting zone.

4. Hotel Manager Objective Alignment Index

Periodic evaluations to ensure the account leader’s actions and team performance are aligned with the hotel manager’s strategic goals.

5. Development of New Projects

Measure the number of new projects initiated based on the identification of specific client needs.