Senior Director of Strategic Accounts - Avendra

Job Description

The Senior Director of Strategic Accounts is dedicated to managing the comprehensive business relationships with Universal, a key Avendra client. The Senior Director of Strategic Accounts strives to understand the client’s business strategy, business objectives and goals, and builds deep account relationships from a service and economic perspective, ensuring high customer satisfaction with existing Avendra programs and greater penetration of Avendra offerings.  The Senior Director of Strategic Accounts works with the Vice President, Branded Hotel Account Management to design and execute comprehensive account plans which ultimately retain the client long-term, by delivering Avendra value (resources, expertise, and services) appropriately aligned with client goals and objectives.

Position Reports to Vice President, Branded Hotel Account Management
 

Job Responsibilities

Primary Responsibilities
•    Establish and maintain excellent relationships with key corporate customer contacts at all customer locations; have a complete understanding of the business points including contract terms, financial/legal obligations, and account profitability
•    Develop, implement, and track account plans, which accurately support the client’s business strategy, goals and objectives and allocate Avendra resources against various objectives to increase client participation, satisfaction, and retention
•    Provide regular account client plan, PDI/ad hoc initiatives and general Avendra updates to our clients at various organizational levels.
•    Conduct recurring Client business reviews
•    Facilitate communication on strategy, priorities, and initiatives to appropriate support organizations (Sourcing, Avendra Field Support, Customer Service, DEI/Sustainability Team, Q.A., Account Planning and Analysis and Avendra Leadership. 
•    Assure connectivity between the client’s infrastructure and Avendra’s competencies – key influencer awareness, exposure, and satisfaction
•    Facilitate discussions and issue resolution with appropriate internal Avendra departments as needed on client’s behalf 
•    Identify and measure results against objectives
•    Facilitate and manage product evaluations and product cuttings
•    Provide client with reoccurring reporting, to include custom and ad hoc reporting as requested. 
•    Measure results against objectives 
•    Facilitate and manage optimization and rationalization savings reporting and opportunities
•    Establish and maintain relationships with manufacturers and distributors
•    Manage new park/property openings
•    Manage and conduct sourcing activities, independently and in coordination with Avendra Sourcing
•    Maintain high client account satisfaction with Avendra 

Secondary Responsibilities  
•    Educate – simplify the complexities of program participation while promoting Avendra’s overall value proposition

Primary Competencies  
•    Taking Initiative
•    Problem Solving & Analytical Skills
•    Relationship Building
•    Organizational Acumen (P5)
•    Strategic Perspective (P5)
•    Championing Change (P5)

Other Duties.  Please note this role description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required for this job.  Duties, responsibilities and activities may change at any time with or without notice.
 
Work Environment.  This job operates in an office setting at client offices.  This role routinely uses standard office equipment such as computers, phones, photocopiers and filing cabinets. 

Physical Demands. This is largely a sedentary role with some light lifting of files possibly needed.  

Qualifications

Role Requirements 
•    Ability to establish and maintain strong working relationships with the appropriate corporate office support and executive suite   
•    Ability to balance being an advocate for the clients’ interests with implementing Avendra’s goals with the customer  
•    Ability to “make things happen”, either in troubleshooting role or in analyzing, identifying, or implementing an increase in the penetration of Avendra’s offerings  
•    Excellent project management, communication and organizational skills
•    Intermediate Excel skills, proficient in PowerPoint presentation, strong analytical skills, and presentation skills 
•    F&B and hospitiality knowledge required
•    Sourcing experience required

Overnight Travel Requirements.  Type: All modes of transportation, percentage 25-50%, length: 1-2 nights 

Years of Relevant Experience.   8-10 years of experience

Education Requirements.   BS/BA in relevant field required.  Master’s degree preferred 

 

Education

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