Key Account Management

Position Summary This key purpose of this role is to own and manage a portfolio of key trade partner accounts, influencing internal and external stakeholders by creating effective relationships, to maximise performance through the development of fully integrated, strategic sales and marketing plans to exceed key financial and behavioural targets.
The key account manager will also bring in new business from existing clients or contacts and will develop new relationships with potential clients.
Essential Duties and Responsibilities : The duties below are the main duties and responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.
Employees will be required to perform any other job-related duties assigned by their supervisor or management.
Produce annual destination plans with alignment to the booking curve for each account.Development of an annual sales plan for each key account ensuring the plans will drive improvement on all key metrics : APD, revenue, and passengers.Analyse account profitability and opportunity and ensure that the distribution strategy is driving optimal return on investment.Work with commercial team to analyse the weekly stats / commercial deal and provide insight / trends and implement relevant actions.Effectively manage agreed Co-op / marketing budgets ensuring maximum return on investment across the account portfolio.Lead Commercial negotiations to enable long-term profitable growth whilst being conscious of the competitive environment.Ensure business partner agreements in place in a timely fashion.
Responsible for competitive intelligence gathering, providing regular updates to the organisation alongside appropriate recommendations.
CUSTOMER ENGAGEMENT AND COMMITMENT Develop relationships with key decision makers and influencers across the accountsProduce, in conjunction with the Senior Sales Manager, a contact strategy and wiring plan that drives focus on delivering shared accountability to the agreed plans.Set clear SMART objectives for all meetings to ensure effective use of time.Implement both product and automation training to improve conversion of sales.Design and implement annual training plans for each account.Drive participation in the corporate trade Incentive program Club Rewards'.Act as brand ambassador for Royal Caribbean International at key trade and consumer events.Prepare and host successful customer educational events / trips i.e. Seminars at Sea', Ship launches, ship visits, conferences etc.as required, with targeted sales follow up to ensure robust ROI.
Implement successful consumer cruise events digitally or face-to face - as required as part of a clear strategy and demonstrate a return on the investment of time and costs.
FLAWLESS EXECUTION Influence the virtual cross functional team and ensure the right amount of time is dedicated to supporting the strategic partners with an execution plan.Work with the Trade Marketing team to ensure that Royal Caribbean are positively represented in all sales activity.Implement, develop and manage the sales strategy for new business opportunities across your account portfolio and the wider business.Use the sales management and automation tools available to ensure effective and efficient communication and account management.Liaise and work with the RSM team where appropriate to ensure coverage of Key Accounts within retail space, promoting consistent messaging and engagement.SALES COMPETENCIES :
Profitable Account Planning Understands and utilises customer, market and consumer insight : Understands trends, dynamics and opportunities for growthDevelop and Implement Account Plans : Manages the account planning process, differentiates promotions to maximise ROI and understands and interprets customer and company financial measures including a basic understanding of a P&LCommercial Decision Making : Effective management of Co-op and non-co-op budgetsCommercial Innovation : creative in solving commercial challenges at an account levelCustomer Engagement & Commitment Builds Sustainable Relationships : Efficient and effective at managing own state and utilising a range of styles to build strong relationships with key account contactsJoint Business Planning : Works collaboratively with the customer to develop a joint annual plan with clear objectives and success criteriaCreates Insight : Can identify and action insight to benefit the business and the account.Cross functional working : Participates in cross functional projects in support of customer initiativesNegotiation : Can use a range of negotiating techniques to achieve agreement in straight forward negotiationsFlawless Execution Setting Objectives and Managing Priorities : Adapts time and priorities to the relevant short and long-term goals and can manage conflicting priorities through discussion and negotiation with othersDrive for Results Seeks to improve performance and finds ways to increase efficiency, effectiveness and resultsPlanning and Monitoring : Uses readily available internal & external data for monitoring performance and adapting plansBEHAVIOURAL TRAITS : The role requires a strong commitment to a dedicated, fast-paced and high-performing team
In addition, the personal traits / competencies required are as follows :
Natural Communicator Able to articulate and deliver information in a clear, concise and compelling way
Self-starter Understands what needs to be accomplished and proceeds on own initiative within the accountabilities of the role
Good Listener Actively demonstrates they are listening
Analytical logically analyses facts, data and situations Authoritative Has a desire for decision making autonomy and the willingness to accept decision making responsibility
Planning formulates ideas related to the steps of accomplishing an objective
Analyses Pitfalls scrutinises potential difficulties related to a plan
Organised can place & maintain order in an environment or situation
Selling has an interest in convincing or influencing others to purchase a product or service
Influencing can persuade others and take them with them on the journey
Team player invites others to participate in or join an effort
Warmth / Empathy expresses positive feelings and affinity towards others
Enthusiastic eager & excited toward own goals, proactively managing their own development
Resilient not easily discouraged, thrives on the opportunity of changing business priorities and doesn't give up easily
Optimistic looks ahead and believes the future will be positive
Pressure Tolerance comfortable working under deadlines, busy schedules and through ambiguity
QUALIFICATIONS & EXPERIENCE : Minimum 3 years' experience at sales management levelLarge matrix organisation experience helpfulHistory of success in building a regional marketExperience forecasting sales and building a customer baseEducated to Degree level or equivalent desirable but not essentialClean current driving licenseBackground in travel desirable but not essentialABOUT THIS ROLE Our technology teams play a key role in connecting listeners with millions of stories resources, and best practices used to improve operational excellence. Determine best practices for code management of one of the following locations. Mexico City, DIF, MEX BASIC QUALIFICATIONS. 2. years of people management the full software development life cycle, including coding standards, code reviews, source control management adopt new technologies. Experience managing on call support coverage, escalation and critical issue management and indirectly) driving sales growth and improving our overall profitability Develop and implement key account management and services. Key account management and services. lead the definition and implementation plans for an effective and market leading key account management and the definition of value added services for our clients. Interaction with key clients and the sales organization.
prepare cyclical and ad hoc HR reports, scorecards dashboards, executive presentations, and analyses on key Support of HR cyclical processes including year end compensation, talent management succession planning Requirements. Delivers functional excellence (operational excellence) Process management Understands solutioning and data management. Customer experience mindset. Executes with excellence. Case Management tool an added advantage. Service industry. Intermediate or Advanced English.
Key Responsibilities. Assist internal customers who call our Service Desk or submit tickets with PC hardware software, printer, or other IT related issues Respond to requests in our IT Service Management (ITSM
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