Account & Key Account Management, Manager

Account & Key Account Management, Manager (TheFork, Sydney)

TheFork, part of Tripadvisor group, is the leading online restaurants booking platform in Europe and Australia. We are present in +12 countries with 60 000 partners restaurants in a mission to bring happiness through amazing dining experiences. Creator of a unique model that has disrupted the restaurant industry, we put innovation at the heart of our ambitious growth.

Thanks to TheFork (app/web), millions of diners can easily discover, book and pay at the right restaurant at the right price, and thousands of restaurant owners benefit from our solutions to optimize reservation management, streamline operations and ultimately improve service and boost revenue.

TheFork team aims to inspire and enable people to confidently discover, experience and share food. We operate under a shared set of values that define how we do business and how we interact with our colleagues, our partners, our customers and our food community. We strongly believe that building a diverse workforce of people from all walks of life helps us have a richer, more vibrant, more successful workplace.

We are looking for a Manager of Account & Key Account Managers, who will report to the Head of Sales AU. The person will coach, train and lead the team of Account Managers and Key Account Managers to achieve revenue targets & business objectives, by maintaining and developing the relations with our clients & groups (the restaurants). The person will also work closely with the Leadership team to define and execute country strategy. You will manage a team of approximately 6-8 people.

What you will do:

- Be a leader, driving performance; managing a team of account managers (for independent restaurants, VIP clients and groups) and taking ownership of The Forks major Partnerships
- Ensure our Restaurant portfolio will significantly increase revenue with TheFork month over month, by ensuring the teams sell TheFork (yield) solutions to the Restaurants.
- Responsible for commercial/c-suit relationships and negotiations.
- Minimize Restaurant churn by taking a proactive approach with your team, conducting quarterly business reviews with key accounts and competitor awareness knowledge
- Bring your expertise, dynamism, charisma and leadership to achieve and exceeds targets
- Monitor the team’s performance on a daily basis: check the achievements versus targets to ensure the team is on track and put in place corrective measures when needed
- Communicate all necessary information to the team to enable them to fulfill effectively their mission including execution of KAM & AM Strategy.
- Identify improvements or new opportunities for the AU market and translate them into actionable plans to achieve and exceeds teams’ and country’s targets
- Participate in HR processes (recruitment, annual performance reviews,etc.)
- Coach, train, motivate individually and as a team
- Create development plans for each team member & conduct performance improvement plans, where necessary
- Hold regular 121 meetings & team meetings to ensure team is updated & on track
- Animate coaching on specific areas (ex. selling special offers) and value selling approach
- Ensure that account managers meet the ongoing expectations of clients while accomplishing individual revenue goals
- Help the team optimize the revenue per restaurant KPI and improve sales pitch
- Be proactive to propose initiatives that increase the productivity and the performance of the team
- Collaborate with your manager to define clear and measurable objectives and build concrete action plans for the teams
- Participate and drive change (product, organization)
- Understand and share market trends and conditions (bottom-up and top-down)
- Interact efficiently internally to support the team in their daily activity- Transparent and regular communication with your manager to give a clear overview of the team activities: risks, opportunities etc
- Regularly liaise with all the other departments to define activities and plans to improve business performance and processes
- weekly touchpoint with Sales Ops to optimize daily activities.
- Commit to process compliance
- Collaborate and interact regularly with australian teams to ensure alignment, good practices sharing and respect of processes
- Coach the team on the importance to comply with the processes
- Be proactive in organizing and optimizing the administrative tasks of the team
- Assist in team performance audits and compensation results

Essential requirements
- 3+ Years of experience people managing teams (preferably Sales/AMs or similar roles)
- A results driven person with a strong commercial mind-set and influencing skills, capable of convincing and engaging people.
- Strong negotiation skills & ability to develop ongoing relationships with VIP clients/Groups.
- Analytical and creative mind, able to identify business needs and build action plans to address them
- Proven ability to work in a fas