Key Account Sales Manager - EMEA

Job Overview :

The Key Account Sales Manager - EMEA is a strategic, customer-facing ambassador of Cendyn, responsible for nurturing and expanding relationships with existing hotel customers across the region. This role focuses on account development, commercial growth, and deep consultative engagement with hotel groups, ownership companies, and hospitality brands. The Key Account Sales Manager will help customers optimize their distribution, revenue management, CRM, loyalty, and digital marketing strategies, driving measurable ROI through Cendyn solutions. This role is central to achieving Cendyn's renewal, upsell, and revenue growth objectives.

Job Responsibilities :

The Key Account Sales Manager is responsible for growing revenue within an assigned customer portfolio, maintaining long-term relationships, securing contract renewals, and identifying upsell and cross-sell opportunities. This individual will proactively consult hotel clients on how best to use Cendyn products to improve performance, while providing strategic guidance. They will work closely with Account Management, Product, Sales, Support, and other internal teams to ensure customer satisfaction, renewal success, and account expansion.

Essential Functions

Account Development & Commercial Growth

• Cultivate strong relationships within key accounts and expand contact networks across senior stakeholders.
• Develop and execute account-specific go-to-market and sales strategies.
• Drive upsell and cross-sell opportunities using the MEDDICC sales methodology.
• Manage the entire sales cycle for upsell opportunities, including pipeline creation, forecasting, and closing.
• Maintain accurate white space analysis to identify commercial opportunities and competitive threats.
• Achieve quarterly revenue and upsell quotas.

Client Success & Retention

• Ensure key accounts receive excellent service, timely communication, and ongoing value recognition.
• Collaborate with internal teams to resolve issues and ensure strong customer experience.
• Support renewal cycles and strengthen customer loyalty by "brickwalling" accounts against competition.
• Provide regular updates, performance reviews, and strategic recommendations to customers.

Operational Execution

• Perform regular analysis of client results, booking volumes, and technology usage to identify areas for revenue improvement.
• Maintain accurate CRM updates using Salesforce (or other CRM tools).
• Provide weekly forecasting on upsell, renewal, and revenue opportunities.
• Maintain strong knowledge of all Cendyn products and services.

Interaction

Internal : All Cendyn departments, including Account Management, Support, Product, Sales, and global operational teams. External : Hotel chains, hotel management companies, representation companies, independent hotels, technology providers, tour operators, travel agencies, OTAs, corporate booking tools, and global distribution system partners.

Job Requirements

Experience & Knowledge

• Strong experience in Sales and / or Account Management, ideally within hospitality technology.
• Proven background working with hotel groups, distribution strategies, CRM, loyalty, revenue management, and digital marketing.
• Deep understanding of travel industry trends, emerging technology, and hotel commercial performance drivers.
• Experience managing senior-level customer relationships across multiple accounts.
• Proficiency with CRM systems (Salesforce, Zoho, etc.).

Skills

• Ability to communicate clearly and concisely with executives and senior stakeholders.
• Strong consulting skills and ability to advise on hotel technology strategy.
• Excellent listening, analytical reasoning, and problem-solving skills.
• Highly organized, detail-oriented, able to work independently, and meet deadlines.
• Technology-savvy, with strong understanding of hotel system interoperability.
• Self-starter with a proactive, energetic "can-do" attitude.
• Fluent in English and Spanish; an additional European language is a plus.

Education

• Bachelor's degree or equivalent relevant business experience.

Personal Attributes

• Goal-driven and motivated to achieve revenue targets.
• Open-minded, adaptable, and collaborative.
• Strong ownership mentality and accountability.
• Comfortable working autonomously and in a fast-paced environment.

Other Requirements

• Willingness to travel across EMEA as required.

EEO Statement :

Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Cendyn complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Cendyn's employees to perform their job duties may result in discipline up to and including discharge.

Other Duties :

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.