Job Description

The Regional Account Manager is responsible for developing new business opportunities and expanding existing client relationships across the assigned market.

This role combines hands-on business development, account management, and regional sales strategy. The position actively prospects hotels, venues, agencies, meeting and event planners, and other potential business partners, while working closely with on-site sales teams to identify opportunities and convert leads into revenue.

The Regional Account Manager also supports the growth of existing accounts, develops preferred partnerships, and recovers lost business, contributing to stronger market presence and achievement of regional revenue targets.

This position reports to the local Regional Sales Director (RSD).

Key Job Responsibilities

Business Development and Market Expansion

• Identify and develop new business opportunities across the assigned market.
• Prospect hotels, venues, agencies, meeting and event planners, and other potential strategic partners.
• Build relationships in locations and market segments where the company currently has limited or no presence.
• Generate and maintain a healthy regional pipeline through prospecting, networking, referrals, and market intelligence.
• Identify opportunities for preferred partnerships, strategic alliances, and new commercial agreements.
• Support recurring initiatives to recover lost business and reactivate previous client relationships.

Account Management and Revenue Growth

• Develop and expand existing client relationships to generate incremental revenue opportunities.
• Convert off-site leads and regional opportunities into qualified business opportunities.
• Maintain regular contact with clients and prospects throughout the sales cycle.
• Accompany clients during site visits, meetings, and key stages of the commercial process when needed.
• Identify opportunities to increase revenue within existing and prospective accounts.
• Maintain a strong understanding of client needs, upcoming events, and potential business opportunities.
• Support the achievement of regional and branch revenue targets through account development and new business generation.

Sales Collaboration and Opportunity Conversion

• Partner closely with on-site sales teams to identify, develop, and convert regional opportunities.
• Connect regional opportunities with the appropriate local sales team and support the commercial process through closing.
• Coordinate with operational and commercial teams to provide a consistent customer experience across locations.
• Facilitate communication between clients, on-site teams, and internal stakeholders throughout the sales process.
• Share market and account insights that can support local sales strategies and revenue opportunities.

Pipeline Management, Systems and Reporting

• Maintain accurate and timely records of prospects, accounts, opportunities, meetings, calls, site inspections, and follow-up activities in the company's commercial systems.
• Maintain pipeline accuracy and data quality in Compass, Navigator, and other applicable sales tools.
• Monitor opportunity progress and follow up consistently throughout the customer journey.
• Prepare and review pipeline, account activity, and revenue information with the Regional Sales Director.
• Maintain the established monthly reporting cadence and administrative requirements.