Key Account Manager

3 settimane fa

Milan, Italia ClubMed A tempo pieno

About us

Established in 1950, Club Med is the pioneer of premium all-inclusive holidays. We have been continuously innovating over the last 60 years and now offer close to 80 ski and sun resorts across Europe, Asia, Africa, America and the Caribbean as well as a ‘Club Med 2’ cruise. Club Med offers a new way of experiencing holidays in its upscale friendly and multicultural resorts.

Our success comes from the strong commitment to exceed customers’ expectations and deliver an unforgettable experience.

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 relationships with a selection of key B2B partners. KAM is the point of contact for key partners, anticipates their needs, develops their business and strengthens the image and recognition of the brand within the market. KAM also develops new relationships with potential key clients to generate new business.
You will report to the Commercial Director B2B leisure and M&E - Italy and will be part of the B2B Commercial Team.

Main missions

  1. Co-develop and execute the commercial strategy.
    • Co-develop and implement the commercial plan to ensure targets are reached and exceeded.
    • Optimize and structure the activity in accordance with the action plan strategy and key priorities.
    • Prepare regular reports of progress.
  2. Develop and animate the business, in line with the key sales priorities and selective distribution.
    • Responsible for 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 the commercial plan and run yearly assessments.
    • Acquire a thorough understanding of key accounts' needs and requirements and anticipate changes.
    • Expand relationships with existing customers by continuously proposing solutions that meet our common objectives.
    • Animate the market with sales fields, webinars, lunch & learn, ad-hoc training, events, and conventions, in line with key sales priorities.
  3. Ensure professional administration and organization.
    • Update all visits and actions in Salesforce on a weekly basis.
    • Provide weekly reports of sales actions and update them on Salesforce.
    • Ensure that all accounts data are up to date in Salesforce.
    • 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.
  4. 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 identifying 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.
  5. Be a Club Med Representative.
    • Represent the company towards partners.
    • Respect, embody & promote Club Med values at all times.

Responsibilities

  • Be responsible for B2B top line of individual Leisure market.
  • Be responsible for the deployment of the commercial plan.
  • Be responsible for the sales fluidity and implementation of B2B tools.
  • Be responsible for the development of new opportunities in line with the 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 areas of expertise are sales, customer management, communication, data analysis, and time management.

Experience

  • 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 including 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.

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

Why you should join us:

At Club Med we have 5 values: kindness, multiculturalism, responsibility, freedom, and pioneering spirit. Like G.O.'s and G.E.'s around the world, we also share what we call the Club Med spirit: being professional and festive, a unique state of mind and a lifestyle that unites all our team members.

The Club Med spirit is about accomplishment while living a unique experience.

If you are open-minded, a team player, and have an entrepreneurial spirit, you should apply


Job Type: Permanent
Location: Milan
Starting date: asap

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