Key Account Manager

Your tasks

Build strong relationships and develop the business with existing key accounts identified within the trade, develop our image as a reliable and upmarket Tour Operator

• In line with the segmentation strategy, contribute towards selecting and developing High Potential agencies (in his/her area)
• Define clear objectives, provide clear reporting, monitor results and set up an adapted action plan in order to reach targets
• Ensure and facilitate the sales fluidity and quality of customer service by following and sometimes managing agency requests and feedback
• Follow up all high value bookings in his/her area
• Represent the image of Club Med through a professional and high quality of service. Listen to our partner’s, do all that is possible or reasonable to help serve and develop the business
• Attend and host industry events, presentations and conferences.

Develop and animate the business, in line with the key sales priorities and the upmarket strategy

• Organize and structure the commercial planning.
• Optimise the budget available and structure the activity in accordance to the segmentation strategy: visits, schedules, calls, educationals, co-marketing needs …
• With the Head of Sales, contribute towards the negotiation of contracts and commission rates in order to remain highly competitive. Respect the timing of contracts.
• In line with the segmentation, ensure that a clear and regular contact is provided. 
• Educate, animate and show growth during key sales activations throughout the year
• Accompany agencies with the sales tools (POS, sales argument, agent portal, website…)
• Gain the competitive edge on the market by animating and stimulating the business through: incentives on overrides/commissions (per season), agency incentives (gift/holidays), concession offers, etc.. 
• Set up (with Marketing and Sales team) a clear communication plan to maximise the impact
• Offer co-marketing actions that will help potential and new agencies develop and orientate their sales towards our 4T and 5T product range.
• Train our partners on Club Med brands, products, activities and offers (services, promotions, sales arguments). Emphasize on the selected agencies the upscale products and services: 5T spaces, 5T, Villas, Chalet, etc... Measure the ROI.
• Promote, animate and grow the rewards and loyalty programme.

Ensure a professional administration and organisation.

• Update all visits and actions in Salesforce on a weekly basis
• Promote, train and accompany the selected agencies on the Club Med Travel Agents portal and payment system
• Ensure that the agencies’ data / network changes are updated in the Club Med Booking and reporting system.
• Inform the NMEA business analysis team.
• Ensure that Salesforce can follow the activity.
• Ensure all partners receive accurate reporting on a regular basis.  

Identify new areas of business and opportunities to increase the sales of Club Med holiday’s

• Using “field knowledge” to help Marketing and the Head of Sales identify key accounts/agents with a high potential of “Club Med friendly” clientele
• Identify, with your manager, future partnerships within key regions/accounts. 
• Look at: location, style, type of clientele, commercial activeness and marketing possibilities (databases), etc…
• Support new key agencies by explaining the Club Med upmarket concept and provide them with the support, tools and knowledge needed to succeed.
• Inform the Customer Service Centre Manager of the new upmarket partnerships so that the Sales team approach can be adapted accordingly.

Accountable for the effective management e-distribution within his/her region

• Identify, with your manager, future partnerships that use an e-distribution model and acquiring them within the sourcing strategy
• Working with e-distribution teams internally and externally to coordinate and resolve issues within the supply chain that affect Club Med product appearing on the desired website.
• Contribute towards marketing content and timely distribution of communications using various tools (social media, whatsapp, mailing systems, agent platform backend etc).
• Contribute to and distribute pricing updates for all promotional sales, including uploading of pricing into client systems.

Profile

Education :  Degree in tourism industry and/or business preferable.

Experience: Experience in the tourism Industry in a similar position preferable/Proven success of developing partnerships and brand relevant partners within the tourism industry.

Knowledge: Club Med range of services and products, B2B and B2C sales conditions, familiar with local industry commission rates, commercial agreements and systems.

Soft skills

• Client-oriented
• Analytical
• Planning & organised
• Negotiation
• Detail-orientated
• Entrepreneurial spirit
• Open-minded
• Team player
• Energetic
• Can work autonomously
• (Pro)active, target oriented

Technical skills:

• Microsoft Applications inc. Excel, Word, PowerPointGoogle Docs
• Willingness to learn additional internal systems such as Salesforce and the Club Med booking engine.
• Proficient with online systems and booking tools.

Languages: English

Location: Johannesburg

Starting date: As soon as possible

Contract type: Permanent