Key Account Manager (Indirect) at Club Med

The Role:

As a Key Account Manager, you will develop Indirect business (Travel Consortia, Retail, Independents, and M&E partners) within your area, in line with the Club Med strategy

Profile requested:

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

Job 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.

Skills: Client oriented, analytical, authoritative, planning, organised, negotiation, detail-orientated

Technical skills: 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.

Languages: English

Behaviour: Entrepreneurial spirit, persistent & demanding, open-minded, team player, energetic, can work autonomously. (Pro)active, target oriented.

Main Missions:

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

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, 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 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.
• 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 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.

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.