Direct Sales - Sales Account Managers

Whitbread; Dunstable; Hybrid; GBP 35,000 - 50,000; Full time

Job summary

Whitbread is seeking a Sales Account Manager to spearhead B2B sales initiatives. This hybrid role involves developing strategic account plans, managing corporate relationships, and driving revenue growth. The ideal candidate will leverage CRM tools and market analysis to optimize client experiences and reduce churn.

Benefits

Up to 10% matched pension

Up to 60% discount on Premier Inn stays

25% discount on Restaurant brands

Annual Incentive of up to 30% OTE

Qualifications

• Experience managing complex sales cycles and implementing best practices for client retention.
• Proven track record in driving revenue growth and expanding accounts.
• Ability to articulate ROI and align solutions with strategic objectives.

Responsibilities

• Responsible for B2B sales strategy and managing corporate clients.
• Develop and implement strategies to reduce customer churn.
• Forecast, track, and report on account status and sales metrics.

Skills

B2B Sales Strategy

Customer Relationship Management

Revenue Growth

Market Analysis

Client Retention

Tools

CRM tools

Dynamics

Power BI

Opera

Job description

Sales Account Manager – Whitbread – Dunstable

Why You’ll Love It Here

• Up to 10% matched pension
• Up to 60% discount on Premier Inn stays and 25% discount on our Restaurant brands
• Annual Incentive of up to 30% OTE, 45% Stretch

Location: Hybrid 3 days a week in the office, with 1-2 days a week visiting customers/working from home - office location, Whitbread Court, Dunstable (LU5 5XE)

We’re Whitbread the UK’s largest hospitality business with over 1,200 hotels and restaurants across the UK but we’re more than that. We’re the 38,000 people who make everyday experiences special that delight over 5 million guests every month.

We are proud to have been recognised as a Top Employer for 14 consecutive years, voted a top apprenticeship employer by Department of Education and Rate my Apprenticeship, this year we placed #10 in the Stonewall Workplace Equality Index for our commitment to LGBTQIA+ inclusion at Whitbread and have been awarded as a Top 25 Exemplary Employer in the Investing in Ethnicity Parliamentary Matrix as the only hospitality company leading the way in terms of Inclusion.

We are now recruiting a Sales Account Manager who will report to our Senior Sales Manager. We are on a journey to grow our business (and are investing in growing our Account Management team) whether that be through new acquisitions or by leveraging the relationships that we already have with other business and clients. We have an ambitious plan and need our Account Managers to work with our customers (B2B) to consolidate and grow our business to enable a win-win outcome for Premier Inn and our customers. You will work together with the Customer Excellence team to ensure your B2B accounts have a seamless customer experience, with regards to the on-boarding process, making bookings, invoicing, and ensure our customers fully understand our business products (both Business Account and Business Booker).

There are many opportunities to be had with your Accounts, so this should feel like a rewarding opportunity once you’ve started developing them.

What you’ll do:

• Responsible for B2B sales strategy for each of your corporate clients (e.g. discounts, rebates etc), and tracking progress
• Build and implement strategic account plans to expand market share and revenue.
• Analyse market trends and client feedback to identify new business opportunities and areas for improvement
• Identify and pursue growth opportunities with compelling negotiated commercials and incentives to maximise profit
• Build strong relationships and understanding of your B2B clients, including quarterly face to face account reviews.
• Directly manage and grow revenue from large corporations through market leading account management
• Develop and implement strategies to reduce customer churn, such as loyalty incentives and targeted offers
• Proactively discuss renewals well in advance of contract end dates.
• Spotting trends in customer spend and adapt accordingly in terms of messaging and sales play
• Forecast, track and report on the status of accounts, sales metrics, and key performance indicators
• Create, provide, and educate the customer of their usage, areas where improvements can be made to maximise their travel program.
• Research competitor service offerings to be informed and one step ahead.

What you’ll need:

• Understanding of rate structures, negotiated corporate contracts, market segmentation, and service level agreements (SLAs).
• Experience managing complex sales cycles, predicting revenue growth, and implementing best practices for client retention, upselling, and cross-selling.
• Proficiency in CRM tools (e.g., Dynamics, Opera, Power BI) to manage accounts, sales pipelines, and performance analytics.
• Ability to articulate business impact and ROI to customers, aligning solutions with their strategic objectives.
• Proven track record of driving revenue growth, identifying new revenue streams, expanding accounts, and increasing market penetration within a sales environment.
• Experience managing corporate accounts, maintaining long-term partnerships, and negotiating corporate contracts.
• Skilled in conducting Quarterly Business Reviews (QBRs), presenting performance insights, and ensuring a seamless client experience.
• Strong ability to work with marketing, product, operations, and finance teams to develop compelling value propositions and scalable account expansion plans.
• Demonstrates leadership behaviour in delivering key tasks and driving account growth strategies.