Indirect and M&E Sales Manager

Head of Sales Indirect and M&E

Purpose of the position                            

Develop Indirect channel (trade distribution) and Meetings & Events (MICE) Business Volume

Responsibilities :

Be responsible for Indirect cashed-in BV & sales contribution

Be co-responsible in building and attaining the country’s budget (BV & sales contribution)

Be co-responsible for the brand image & positioning of Club Med within the upscale strategy

Be co-leader of “Country Marketing & Sales plan” process

Be responsible for Corporate Business development (MICE), deal signatures and projects good completion (operations)

List of Missions :

Mission 1 : Develop Indirect Sales in line with the upscale and ditigal strategy (Club Med Travel Agents platform)

Participate in the country’s Budget  and Marketing & Sales plan and build the Indirect channel budget & sales plan

Put into place a segmentation strategy in line with the strategy, identify the existing and potential agencies (Business Volume, location and potential growth)

Build and put into place a specific commercial action plan with selected agencies: e.g.: product training, incentives, special offers, eductours, co-marketing actions, etc…

Monitor closely sales performances, and adjust the action plan accordingly

Ensure the Company’s strategy is understood by the agencies and that the client database is updated regularly and correctly.

Represent the Club Med brand and carry out relevant interviews in specific trade events.

Ensure usage of CMTA (information, quoting, booking…) by the indirect partners and development of the platform.

Mission 2 : Ensure BV is cashed-in and the commercial contribution target is achieved

Track and follow-up the cashed-in BV in collaboration with the Finance Manager.

Monitor the budget and trade marketing costs in collaboration with Marketing Manager.

Mission 3 : Manage commercial and contractual relations with Clients

Manage all commercial and contractual relations with the Indirect partners (negotiate contracts directly with the networks and supervise all contract signing)

Define, in accordance to the strategy of the BU and the Country appropriate levels of commission.

Build sustainable and successful relations with the agencies in order to achieve a fast reliable growth

Mission 4 : Define, implement and adjust Club Med MICE commercial plan in line with the upscale strategy & ensure outstanding operational execution of projects (Incentives & conferences)

Run strategic analysis to contribute to the definition of MICE country strategic plan (product, client priorities, roles of distribution channels)

Build efficient commercial action plan: product training, incentives, special offers, Eductour in line with the segmentation, co-marketing actions

Recommend an annual marketing and promotional plan on all disciplines (media, CRM, brochures) to support the MICE strategy and the business objectives

Communicate specific and regular reporting to the coordination

Build and monitor MICE budget (including marketing costs and eductours)

Participate in the country budget construction

Analyse monthly financial reporting and forecast

Business development: Identify appropriate clients based on a relevant segmentation strategy; Manage the portfolio of customers and proposals through Salesforce; Take prospects and clients on the village site inspection when needed; Participate in MICE events if relevant

Drive the implementation of the plan and supervise the MICE operations: application of corporate procedures, process MICE, trip organisation..

Coordinate with team the planning of the group booking with stakeholders involved (Resorts & airline, revenue management, suppliers…)

Ensure perfect execution of projects’ deliverables to ensure smooth operations and customers satisfaction on-site.

Mission 5 : In a multichannel strategy work in partnership with all other department managers

Build a common action plan with the Call Centre (CMTA use, conversion rate, incentives with agencies presentation, training…) and Marketing (trade marketing, sales ops…)

Collect and share information with all the management team of the market, the competition, industry information and other insights.

Participate in the sales meeting: prepare sales analyses for the Indirect channel and recommend future actions and possible adjustments.

Mission 6 : Manage sales team and develop their competencies in line with BU HR processes

Structure and put into place a training program for new and existing staff: E.g. subjects Sales techniques (B2B/B2C), Internet sales, transport, customer relations, brand image, product knowledge, Tools, etc…

Integrate and accompany news GO’s (software, product, processes…)

Lead annual assessments

Develop team skills by identifying training needs, coaching and training team members

Profile requested :

Education : Bachelors degree in Commerce, Marketing or Tourism

Job Experiences : 7 to 10 years experience in commercial management, preferably in an international environment.

Experience in Trade distribution or MICE business, SA’s tourism industry preferably for an existing portfolio.

Ability to motivate and lead teams of people (including remotely).

Skills : Team management (evaluation, coaching, development), act in line with the Group and BU strategy, able to empower other (decision making, leadership), anticipating, client oriented, argumentative skills.

Technical skills (tools…) : CMTA platform, Excel, Salesforce, PowerPoint.

Languages : English, French a bonus