Territory Manager - Caribbean & Latin America

Select how often (in days) to receive an alert:

Requisition #: 629156

Location:

Miami, FL, US, 33101

Description:

The Territory Manager is responsible for planning and executing suppliers’ contracting initiatives, and developing successful relationships with Avendra customers, and suppliers, in the lodging industry within specified geographical areas or countries in the Caribbean and Latin America.

Candidates are expected to showcase keen business skills to increase customer satisfaction, program participation, solving problems, implementing new programs while negotiating and overseeing a portfolio of contracts in which s/he will ensure the supplier’s spend penetration, suppliers meet their contractual commitments and that customers’ needs are being met.

Position Reports to Director, Caribbean & Latin America

This position is open to candidates based in Miami, Ft. Lauderdale, or Orlando, Florida.

• Author Initiative Strategy Worksheets (ISWs) by thoughtfully planning initiatives; manages annual plan by creating realistic timelines and meeting milestones; communicates initiative status.
• Lead effective supplier negotiation and pricing strategy development efforts which integrates Avendra’s principles and value proposition.
• Lead business ownership activity for his/her portfolio of contracts.
• Build and maintain supplier relationships; hold suppliers accountable to deliver contractual commitments.
• Use market knowledge of competitive environment and market trends to develop strategies and to continuously improve our benefits presentation and customer success.
• Act as the sourcing technical expert in client/customer meetings, demonstrate product/service technical knowledge, and call-in technical experts when required.

• Ensure execution of Avendra’s strategic value proposition for the client (headquarters) at the customer level (end-user), creating a competitive differential by building results-focused relationships, fostering trust of Avendra’s expertise, and providing best-in-class support.
• Analyze customer activity to identify non-participation and drive adoption of Avendra suppliers through the development of insights that teach customers new approaches to reach their goals and presenting the value of Avendra resources in a consultative fashion.
• Schedule customer business reviews that address client objectives and generate two-way collaboration while being an advocate for our customers to solve problems. Act as a Subject Matter Expert (SME) with the goal to becoming a Trusted Advisor.
• Manage the process along with the Avendra HQ Implementation team for new customer roll-out meetings, including customer/supplier conference calls, kick-off meetings and follow-up processes.
• Document FSCR/Customer/Supplier communication in eRM, to include comprehensive call reports based on customer visits.

• Partner with internal departments (Account Management, Finance, Legal, etc.) to identify ways to improve value for customers and suppliers.
• Collaborate with clients as needed.
• Participate in complex sales discoveries where local knowledge is required.

• Significant international procurement experience, preferably in food distribution, hotel, or food service.
• Solid business judgment.
• Strong technical sourcing process knowledge.
• Must possess a consultative, customer-centric/customer advisor philosophy.
• Excellent written/verbal communication and presentation skills.
• Strong negotiation skills.
• Ability to build strong relationships with suppliers and customers.
• Ability to perform analyses and interpret results into actionable steps.
• Ability to manage multiple contracting initiatives at once.
• Efficient organizational skills (time/territory management) a must.
• Strong attention to detail and process orientation.
• At a minimum, intermediate Microsoft Office skills (Word, Excel, PowerPoint).

Overnight Travel Requirements. Type:
All modes of transportation, percentage up to 30%, length: 2-4 nights. Must be able to travel internationally and have a valid passport (and all legal…