Key Account Director, Groups - North America
Belmond, United States
Job Description
The Key Account Director, Groups North Americais responsible for developing, maintaining and growing the Groups revenue generated by the owned Accounts within the assigned territory.
The primary responsibility of this role is to manage, nurture and further develop group business for the entire Belmond portfolio, from accounts identified as key based on their current and potential revenue generation. Responsibilities also include promoting sales of packages including Belmond Trains, Cruises and/or Hotels within the EU market.
The role is responsible for implementation of strategic account management for all owned accounts and increasing the number of new active accounts through business development activities.
The role is accountable for meeting established revenue targets for every Belmond property, or regional groups of properties, as defined in the personal KPIs.
The assigned geographic territories, market and industry segments, owned Accounts and main base
location for the role might be subject to change with a 4-week notice, depending on the Company’s needs and variable market conditions.
MAIN DUTIES AND RESPONSIBILITIES:
- Develop a detailed quarterly sales action plan and annual account management plan aimed at achieving and exceeding revenue generation goals in Groups sales for each Account, submit to the direct manager for approval.
- Maintain a frequent personal contact with all property-based sales personnel to ensure product knowledge is always up to date and complete alignment of sales strategies.
- Establish a close collaboration with all property sales, revenue management and reservations teams and lead all closing efforts from generated Groups leads.
- Qualify all Groups leads generated by owned Accounts and conduct necessary follow through to secure new bookings that fit with the parameters of desirable business.
- Assisted by the Travel Trade Support teams, prepare quotes and detailed offers for all groups leads generated by Owned accounts.
- Manage negotiations for groups leads on behalf of the Properties, and be the Customers single point of contact through final conversion of leads into confirmed status.
- Ensure timely, accurate and personalized responses to all customers enquiries.
- Work very closely with Properties’ sales and revenue management teams to drive desirable groups business into the Belmond portfolio.
- Analyse and evaluate accounts Groups productivity (past, current and future) to ensure individual Customer targets are met.
- Show initiative and resourcefulness in developing methods for increasing market share from the owned set of Accounts, ensuring a high level of Customer satisfaction
- Apply effective problem-solving methodologies to resolve issues and challenges.
- Establish and nurture a partnership relationship with all key contacts, decision makers and influencers within every owned Account.
- Conduct product training to Customers on a regular basis to ensure Belmond remains front-of-mind at all times.
- Host customer events with select key accounts throughout the year.
- Communicate all seasonal promotions for the global Belmond portfolio to support all properties achieving their budgeted revenue, especially in shoulder seasons.
- Make full use of all selling, negotiating and closing tools to increase conversion ratio from the assigned territory and account platform.
- Assist Divisional Director of Sales with the organization of annual roadshows, strategic partners’ sales events, and Belmond presence to relevant trade shows.
- Plan regular Customers educational trips to key Belmond destinations as defined in the quarterly / annual sales action plan, and escort these trips if necessary.
- Attend relevant industry functions and meetings to ensure the Company’s brand is properly represented.
- Establish and maintain relationships with industry colleagues including tourism boards, airlines, DMCs, etc.
- Provide feedback and information about latest market conditions and newest trends to the direct manager.
- Maintain a clean database of all owned accounts and contacts within, with all sales activities promptly logged into OSC.
- Manage expenses through tight control, maintain annual costs within allocated resources.
- Prepare all production, account management and other sales reports as requested by the direct manager.
- Maintain a proactive role in social media and support the Corporate Marketing communications plan.
- Attend and actively contribute to regular sales meetings organized by the Divisional Director of Sales, or by the London Corporate team, or by the direct manager.
Requirements
The ideal candidate will have the following:
- Bachelor’s Degree or equivalent in a business or related field.
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