Key Account Manager (located in Rome)

    Key Account Manager (located in Rome)
    Tipo di contratto

    Contratto a tempo indeterminato



    Riferimento dell’offerta


    About our Business Unit

    Our management model separates Resorts from Markets. In this position, you will belong to the EAF Markets, which handles sales in Europe, Africa, and France in over ten countries.

    Job overview

    As a Key Account Manager (KAM), you will develop Indirect business (Travel Agents, Consortia, Retail, Independent) in line with the Club Med strategy. KAM is responsible for building and maintaining strong long-term relationship with a selection of key B2B partners. KAM is the point of contact for key partners, anticipates their needs, develops their business and parallelly strengthen the image and recognition of the brand within the market. KAM develops also new relationships with potential key clients to generate new business. 

    You will report to Commercial Director B2B leisure and M&E - Italy and will be part of B2B Commercial Team.

    Main missions

    Co-develop and execute the commercial strategy.

    • Co-develop and implement the commercial plan to ensure targets are reached and exceed.
    • Optimize and structure the activity in accordance with the action plan strategy and key priorities.
    • Prepare regular reports of progress.

    Develop and animate the business, in line with the key sales priorities and the selective distribution.

    • Responsible of a dedicated portfolio of key partners.
    • Develop trustful relationships with them to ensure performance and lead growth.
    • Strategically work each partner: from selection, qualification, accreditation, management of commercial plan and run yearly assessment.
    • Acquire a thorough understanding of key accounts needs, requirements and anticipate changes.
    • Expand the relationships with existing customers by continuously proposing solutions that meet our common objectives.
    • Animate the market with sales fields, webinar, lunch & learn, ad-hoc training, events and convention, in line with key sales priorities.

    Ensure professional administration and organization.

    • Update all visits and actions in Salesforce on a weekly basis.
    • Provide weekly report of sales actions and update it on Sales Force.
    • Ensure that all accounts data are up to date into Sales Force.
    • Promote, train, and accompany the selected agencies on the Club Med Travel Agents portal and Club Med tools.
    • Ensure all partners receive accurate reporting on a regular basis.  

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

    • Play an integral part in generating new sales that will turn into long-lasting collaboration by identify key partners with high potential.
    • Using “field knowledge” to identify key regions with a high potential of “Club Med friendly” clientele and identify future partnerships within these key regions. 
    • 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.

     Be a Club Med Representative

    • Represent the company towards partners
    • Respect, embody & promote Club Med values at all times


    • Be responsible for B2B top line of individual Leisure market
    • Be responsible for the deployment of commercial plan
    • Be responsible for the sales fluidity and implementation of B2B tools
    • Be responsible for the development of new opportunities in line with commercial strategy

    KPIS performance

    • Top line business volume of B2B individual leisure
    • ROI on sales action
    • Sales Force score rate
    • Development of new business line

    Skills and competencies we’re looking for

    Education level

    You are graduated from business, management, marketing, communication or relationship management in the hospitality / tourism industry; and your area of expertise are sales, customer management, communication, data analysis and time management.


    • Confirmed experience in Tourism and Hospitality commercial side.  
    • Proven success of developing partnerships and brand relevant partners within the tourism industry.
    • Proven experience and track record as key account manager.
    • Mobile as frequent travel is requested.
    • Experience in sales and providing solutions based on mutual needs.
    • Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
    • Excellent organizational skills.
    • Ability in problem-solving and negotiation.
    • You can use Microsoft Applications inc. Excel, Word, PowerPoint, Google Docs, and willingness to learn additional internal systems such as Salesforce and the Club Med booking engine. Proficient with online systems and booking tools.


    You speak fluently Italian and have good level of English (writing and speaking). French is a plus.

    Job Type: Permanent

    Location: Rome (if based in Rome > 1 day presence in Milan office every two weeks).

    Starting date: asap

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