Key Account Manager, UK, Ireland & Scandinavia
Established in 1950, Club Med are the pioneers and the leaders of premium all-inclusive holidays for families and active couples. Club Med has been continuously innovating over the last 60 years and now offers close to 80 ski and sun resorts across the globe. Club Med offers a new way of experiencing holidays in its upscale friendly and multicultural resorts.
Its success comes from the strong commitment to exceed customers’ expectations and deliver an unforgettable experience.
Mission 1 : Build strong relationships and develop the business with existing key accounts identified within the segmentation strategy, 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
Mission 2 : 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.
Explain the opening of sales seasons and accompany agencies with the sales tools (POS, sales argument, Club Med 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) 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 and animate the Great Members Program
Mission 3 : 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 Club Med Travel Agent Portal
Ensure that the agencies’ data / network changes are updated in the internal tool. Inform the the NMEA business analysis team. Ensure that Salesforce can follow the activity.
Mission 4 : Identify new areas of business and opportunities to increase the sales of Club Med holiday’s
Using a “field knowledge” help Marketing and the Head of Sales identify key regions with a high potential of “Club Med friendly” clientele
Identify, with your manager, future partnerships within these key regions.
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.
Mission 5 : Accountable for the effective management of OTAs and e-distribution within his/her region
General understanding of Intermediary Technology Partners such as Derbysoft, TravelTek, TravelGate, etc to ensure delivery of CM product onto external Online Travel Agencies websites
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 desired Online Travel Agencies websites
Education : Degree in tourism industry and/or business
Job experience: Experience in either the tourism Industry/Proven success of developing partnerships and brand relevant partners/Track record of managing sales forecasts & Budgets.
Club Med range of services and products, B2B and B2C sales conditions, Group & NMEA sales policy, local commission rates, commercial agreements and systems.
Client oriented, analytical, authoritative, planning, organised, negotiation
Microsoft Applications inc. Excel, Word, PowerPoint, Google Docs and willingness to learn additional internal systems such as Salesforce and our booking engine
Entrepreneurial spirit, persistent & demanding, open-minded, team player.
(Re)active, target oriented.
Job Type: Full-time
" Travailler au sein de notre Business Unit des marchés Europe et Afrique, c’est accompagner chaque client vers la prochaine expérience Club Med qui fera son bonheur. C'est créer un parcours client omnicanal et sans couture. Résolument dynamique, la BU se verra commercialiser 9 nouveaux Resorts dans les 3 années à venir avec une participation décisive à la croissance de l'entreprise "
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