Key Account Manager (Located in Rome)

Club Med; Milano; Ibrido; EUR 40.000 - 60.000; Tempo pieno

Descrizione del lavoro

A leading resort company is seeking a Key Account Manager in Italy to manage B2B partnerships within the leisure market. The role involves developing and executing commercial strategies, optimizing sales activities, and nurturing relationships with key partners. The ideal candidate will have a degree in business or related field, proven success in hospitality sales, and strong communication skills. Fluency in Italian and good English are necessary, and French is a plus.

Competenze

• Proven success in tourism and hospitality sales, developing partnerships.
• Strong communication, interpersonal, and organizational skills.
• Willingness to travel frequently is essential.

Mansioni

• Develop and execute the commercial strategy.
• Manage a dedicated portfolio of key partners.
• Generate new sales opportunities and long-term collaborations.

Conoscenze

Relationship management

Sales strategy development

Communication

Problem-solving

Negotiation

Formazione

Degree in business, management, marketing, communication

Strumenti

Salesforce

Microsoft Office

Google Docs

Descrizione del lavoro

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 across over ten countries.

Job overview

As a Key Account Manager (KAM), you will develop indirect business (Travel Agents, Consortia, Retail, Independent) aligned with the Club Med strategy. The KAM is responsible for building and maintaining strong long-term relationships with a selection of key B2B partners. They serve as the main contact for key partners, anticipating their needs, developing their business, and enhancing the brand's image and recognition within the market. The KAM also seeks to establish new relationships with potential key clients to generate additional 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

• Co-develop and execute the commercial strategy.
• Implement the commercial plan to meet and exceed targets.
• Optimize activities according to the strategic action plan and key priorities.
• Prepare regular progress reports.
• Develop and animate the business in line with sales priorities and selective distribution.
• Manage a dedicated portfolio of key partners.
• Build trustful relationships to ensure performance and growth.
• Work strategically with each partner: from selection, qualification, accreditation, to management of the commercial plan and annual assessment.
• Understand key accounts' needs and requirements, anticipating changes.
• Expand relationships with existing customers by proposing solutions that meet mutual objectives.
• Animate the market through sales fields, webinars, training, events, and conventions aligned with sales priorities.
• Ensure professional administration and organization.
• Update all visits and actions in Salesforce weekly.
• Provide weekly sales action reports and update Salesforce accordingly.
• Keep all account data current in Salesforce.
• Promote and train agencies on the Club Med Travel Agents portal and tools.
• Provide partners with regular, accurate reporting.
• Identify new business opportunities to increase Club Med sales.
• Generate new sales and long-term collaborations by identifying high-potential key partners.
• Use field knowledge to identify regions with high potential for 'Club Med friendly' clientele and future partnerships.
• Support new key agencies by explaining the upmarket concept and providing necessary tools and knowledge.
• Inform the Customer Service Centre Manager of new upmarket partnerships for tailored sales approaches.
• Represent Club Med to partners and embody its values.

Responsibilities

• Manage B2B top-line for the individual leisure market.
• Deploy the commercial plan effectively.
• Ensure smooth sales operations and use of B2B tools.
• Develop new opportunities aligned with the commercial strategy.

KPIS performance

• Top-line business volume of B2B individual leisure.
• ROI on sales actions.
• Sales Force score rate.
• Development of new business lines.

Skills and competencies required

• Education: Degree in business, management, marketing, communication, or relationship management within hospitality/tourism; expertise in sales, customer management, communication, data analysis, and time management.
• Experience: Proven success in tourism and hospitality sales, developing partnerships, and as a key account manager. Willingness to travel frequently. Strong communication, interpersonal, organizational, problem-solving, and negotiation skills. Proficiency in Microsoft Office, Google Docs, and internal systems like Salesforce. Knowledge of online booking tools.

Languages

• Fluent Italian and good English skills (writing and speaking). French is a plus.

Job Type

• Permanent

Location

• Rome (with one day every two weeks in Milan)

Starting date