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Account Manager - Middle East, STR
Job Description:
COSTAR GROUP - Account Manager - Middle East
COMPANY OVERVIEW
STR was acquired by CoStar Group in 2019 and provides premium data benchmarking, analytics, and marketplace insights for global hospitality sectors.
Founded in 1985, STR maintains a presence in 15 countries with a corporate North American headquarters in Hendersonville, Tennessee, an international headquarters in London and an Asia Pacific headquarters in Singapore.
ROLE OVERVIEW
As a successful Account Manager for STR, your role will be to nurture and grow your existing client base and source new business in your designated region.
KEY RESPONSIBILITIES & ACCOUNTABILITIES:
- Nurture client relationships and build strong rapport with stakeholders and decision makers alike
- Qualify new leads and bring leads through the pre-defined sales cycle to close on new business
- Be an expert in your assigned territory and account base providing valuable insights at all touch points
- Demonstrate knowledge and expertise in STR products and methodology and share this knowledge with customers, identifying their needs and presenting solutions
- Own the full sales cycle including but not limited to prospecting, lead qualification and nurturing, closing the sale, onboarding, training and subscription renewal
- Remain client-focused and empathetic through all interactions with a focus on data and revenue retention and growth
- Represent STR by hosting and attending industry events and exhibitions, hosting and attending webinars and market-wide presentations and networking
- At all times, demonstrate your skill as a team player, collaborating with your internal peers and stakeholders allowing for creativity to source the best solutions for your customers and territory. Creativity, agility, adaptability, resilience and determination are just some of the characteristics you will require to be successful at STR
Territory Assignment - Responsibility to retain and grow sample participation in your assigned territory through client acquisition and retention, fulfilment of client data provision and improved data delivery through automation.
- Responsibility to retain and grow revenues in your assigned territory by nurturing client relationships, identifying new stakeholders and interested parties to promote new opportunities for product sales (ad-hoc or subscription)
- Identify opportunities for further data and revenue growth through new client acquisition, expanding STR’s client base to interested parties such as owners and management companies, local associations and vendors
- Drive brand awareness through collaborative marketing activity, industry events and exhibitions, market-wide presentations and webinars
Full Sales Cycle - Follow a pre-defined sales process for the purpose of sales efficiency and to maximize results
- Prospect new customers for new or complementary data points and new revenue
- Generate new leads through proactive research of Census leads, networking and attendance of industry events.
- Refine existing and generate new business through existing client base - with a particular focus on leads generated by market-specific webinars and activity
- Expose your prospects needs and present solutions
- Close Opportunities efficiently and ensure seamless onboarding
- Offer training to all stakeholders before, during and after the sale is complete
- Through continued client engagement, maintain and grow STR’s client base
Operations - Collaborate on market-level initiatives for new product launches
- Collaborate on market-level initiatives for operational transitions
- Collaborate on company-wide initiatives in line with business needs eg. Data and debt collection
- Collaborate across all internal operational and client-facing departments to ensure client journey success
- Maintain Census and CRM to a high standard, tracking all field knowledge, sales activity and client engagement
Reporting Responsibility - Agree sales strategies and initiatives for assigned territory with Regional Manager
- Deliver on agreed business development activity
- Monitor client engagement, sales cycle progression and report with regularity to Regional Director
- Achieve pre-defined targets
QUALIFICATIONS & EXPERIENCE - Native level English speaker - Arabic a benefit.
- 3-5 years’ experience in Account Management / Sales
- Ability to travel
- BA degree or Hotel Management Degree at a minimum
- Experience of the hotel & travel industry
GROUP OVERVIEW
Founded in 1987, CoStar Group is the leading provider of commercial real estate information, analytics, and online marketplaces. Our suite of online services enables clients to analyze, interpret and gain unmatched insight on commercial property values, market conditions and current availability. Behind some of the most well-known brands in the industry, CoStar Group includes CoStar, the largest provider of CRE research an