• Achieve sales performance goals with specific set of accounts and new accounts by performance against case goals and subjective goals • Solicit and close new business in designated region to achieve annual case goals • Manage all aspects of the new customer sales process (identify, pursue, price, and close) • Work closely with national account director as needed with existing and new accounts • Work in tandem with Sales Business Analysts to develop deal constructs • Manage startup process with assistance primarily from Program Managers and from account specific Sales Development Manager • Travel as necessary for face-to-face meetings - up to 50% • Drive case and revenue organic customer growth across regional accounts • Develop and manage annual account plans • Quarterly business reviews with customer category management teams. • Bi-annual business reviews with Sales Development Manager and customer category management • Relationship development and retention of 90% of accounts (based on revenue) • Attend relevant customer events with accounts managed • Facilitate one annual plant tour and entertainment event with accounts managed • Goal to develop close personal relationships with customers at identified customer leadership roles. CEO, President, Vice President of Operations, or as appropriate per account • Manage month-to-month forecasting process

• Collect cash for open Accounts Receivable while following up regularly with customers until payment resolution is achieved. • Research Accounts Receivable issues, reconcile payment remittances, and promptly resolve billing or account discrepancies. • Minimize bad debt write-offs and maximize cash receipts while maintaining a professional, customer-focused approach with internal and external customers. • Follow Accounts Receivable strategies and complete tasks such as on-account cash applications, escalations, credit reviews, and related work within expected service levels. • Lead and host conference calls to resolve past-due issues and communicate effectively with customer Accounts Payable supervisors, managers, and directors. • Perform root cause analysis on customer issues and identify opportunities for process improvement. • Negotiate significantly past-due balances through payment plan or settlement processes when appropriate. • Summarize and present findings from account reconciliations to customers and internal Crawford Hoying teams. • Provide internal and external customers with ad hoc reporting, statements, and account information as needed. • Escalate problems or concerns to the Team Lead when additional support or resolution is required.

At Expedia Group, we help travelers explore the world, one journey at a time. As a global travel company powered by passionate people, trusted partnerships, and leading technology, we connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business. Here, you'll do meaningful work that helps millions of people discover, book, and experience travel with more ease, confidence, and joy. Our five Behaviors-Traveler First, Think Big, Operate with Excellence, Ownership Mindset, and Succeed Together-help foster a supportive environment where people can grow their careers and have the flexibility, benefits, and support to do their best work. Join us and build for travelers everywhere. Role Summary Coaches and supports customers* to be more successful on the company's platform, increasing value through comprehensive commercial conversations and interactions. Experience 0-2 years Education Bachelor's or equivalent experience Functional/ Technical Skills Proficiency in English + local language of the market(s) Proficient communicator Growing knowledge of sales techniques Some account management experience preferred Role Expectations • Begins developing relationships with customer* or their account team, including key buyers/decision makers. • Assists in creating opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to build customer* account. • Develops understanding of customer’s* business issues through appropriate organization channels. • Recommends products, services, and insights that will meet customer* needs. • Completes basic account plans that outline tactics to acquire and/or maintain business. • Acquires a basic understanding of how the department operates and fits into the larger organization. • Develops awareness of the policies, practices, trends, and information (including competitor information) that impact the organization and its customers*. • Develops a basic understanding of the financial impact of decisions/solutions on the organization and its customers*. • Guides accounts to valuable insights and presents insights that can benefit account and organization. • Gathers data/information on potential ideas and solutions to address a business need. • May document components of a business case for change at the direction of more senior colleagues. • Develops a working knowledge of the company’s standard contract terms and conditions by reading product literature, contracts, and asking questions of peers. • Learns when to partner with legal resources to modify or adjust standard contract terms. • Learns the contract negotiation process and how to complete contractual arrangements. • Exchanges simple information in straightforward situations to gain the support of others. • Proactively seeks help from a manager when needed to address areas of difference and ensure agreements among all parties. • Assists in conducting straightforward cost, benefit, and risk analyses of possible solutions and the implications not reaching an agreement. • Identifies the key stakeholders in decision making for the account. • Develops understanding of standard offerings and major areas of expertise. • Builds a working knowledge of products, technologies, offerings, etc., within scope of responsibility. • Develops a broad understanding of competitors’ standard products and services. • Understands the value and application of products, technologies, and offerings to accounts and organization. • Understands the importance of developing rapport and maintaining ongoing business relationships with colleagues and external customers*. • Learns about customer's* key leaders/decision makers from internal customer relationship management system. • Develops basic understanding of customer's* industry and competitive market and/or uses company's tools to access market-specific information and insight. • Attends meetings with customers* to understand needs and expectations. • Learns the metrics to assess the performance of products, services, and solutions against customer* needs/expectations. • Develops key value proposition statements, case studies, or uses proof points to demonstrate the value of the company’s products, services, and solutions. Accommodation requests Expedia Group is committed to providing an inclusive and accessible recruiting experience. If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation. About Expedia Group Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease. Important notice Employment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient. Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official place to find and apply for roles is https://careers.expediagroup.com/jobs/. Equal Opportunity .

• Own corporate procurement and senior Food & Beverage (F&B) relationships across Marriott and Loews • Manage Marriott premium brand relationships across the upper-upscale and luxury portfolio • Build and maintain relationships with Marriott regional Food & Beverage leaders • Identify and engage key Marriott property General Managers and Food & Beverage leaders as proof-point accounts to drive adoption and growth • Manage the Avendra Group Purchasing Organization (GPO) approval process • Develop and execute named-account business plans focused on distribution growth • Drive product placement and beverage program penetration • Build customized Joint Business Plans (JBPs) that align with customer goals • Negotiate contracts that drive execution and programming • Create customized presentations using business insights • Lead business reviews and hold partners accountable to agreed-upon execution and program goals • Participate in relevant trade shows and industry conferences • Partner with field sales teams to support property-level execution • Coordinate with product and delivery system teams on deployments • Maintain Customer Relationship Management (CRM) records • Support Quarterly Business Review (QBR) and annual planning cycles