Key Accounts Manager

Overview

The primary focus of the Key Accounts Manager is managing aspects of the client portfolio to include but not be limited to client retention, contract negotiation, implementation and business consolidation, sales of products and services, financials (budgets, billing, payment and profitability), business planning and reviews, establishing relationships with key decision makers in multiple regions, staff development, business continuance and escalation of operational issues.

Duties & Responsibilities

• Client Retention.
• Account Profitability and Margin Management.
• Increase revenues by means of Up-Selling and Cross-Selling.
• Ensure billing is accurate, on time and compliant to the client agreement.
• Decrease days of outstanding Accounts Receivable, if applicable.
• Increase payments on their specific accounts.
• Measure & Achieve Customer Satisfaction.
• Achieve Service Level Agreement (SLA) / Key Performance Indicators (KPIs).
• Achieve non-financial contractual / performance commitments.
• MIS monthly to allocated customers: Accurate, Timely- read and clean up raw data.

Skills, Experience & Qualifications

• 5+ years’ travel industry experience in account management or management role.
• Experience implementing & managing large market/ regional clients.
• Thorough knowledge of business travel management (AM & Ops).
• Thorough knowledge of travel industry technology.
• Strong business knowledge.
• Effective communication skills (oral, written & presentation).
• Ability to travel domestically & internationally – when required.
• Fluent in business English.

Knowledge & Skills

• Negotiating - Knowledge of successful negotiation concepts and techniques; ability to successfully negotiate across the organization and with external vendors and clients in a constructive manner.
• Influencing - Knowledge of effective influencing tactics and strategies; ability to impact decisions within and outside own organization.
• Business Acumen - Knowledge, insight and understanding of business concepts, tools and processes that are needed for making sound decisions in the context of the company’s business; ability to apply this knowledge appropriately to diverse situations.
• Client pricing, Client Budgeting - Knowledge of preparing budgets and pricing scenarios for clients; monitoring actual expenses against the budget; understanding what is required to adjust expense or revenue to meet the budget.
• Industry Knowledge - Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations and trendsetters; ability to apply this knowledge appropriately to diverse situations.
• Operational functions - Knowledge of major functional processes and associated operating requirements; ability to apply this knowledge appropriately to diverse situations.
• Products and Services - Knowledge of major products and services and product and service groups; ability to apply this knowledge appropriately to diverse situations.
• Business Markets - Knowledge of existing and planned markets and market-related initiatives from the perspectives of the competition, the suppliers, the customer base and the regulatory environment; ability to apply knowledge appropriately to diverse situations.
• Knowledge of organisation - Awareness and knowledge of and insight into the organization's vision, structure, culture, philosophy, operating principles values and code of ethics; ability to apply this understanding appropriately to diverse situations.
• Global perspective - Knowledge of issues, opportunities and challenges for conducting business in the international marketplace; ability to apply this knowledge appropriately to diverse situations.
• Cost Benefit Analysis - Knowledge of tools, techniques and practices for analysing the purpose and scope of a producer, a product, a process, or project in terms of cost and benefits.
• Effectiveness Measurement - Ability to measure the quality and quantity of work effort for the purpose of improvement.
• Relationship Management (multi relationships from receptionist to exc) - Ability to establish and build healthy working relations and partnerships with clients, vendors and peers.
• Cross-team integration - Leads multiple teams to communicate and coordinate work as one team.
• Planning – Strategic, tactical - Ability to contribute to operational (short term), tactical (1-2 years) and strategic (3-5 years) planning in support of the overall business plan.
• Effective Communications - Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive and accurately interpret ideas, information and needs through the application of appropriate communication behaviours.
• Decision making & Critical thinking - Understanding of the issues related to the decision-making process; ability to analyse situations fully and accurately, and reach productive decisions.
• Managing multiple priorities - Ability to manage multiple concurrent objectives, projects, groups, or activities, making effective judgments as to prioritizing and time allocation.
• Goal setting - Develops and tracks challenging goals that support business strategies.
• Producing results - Ability to utilize assigned resources and leverage back-channel resources (individuals or teams) to achieve or exceed planned outcomes.
• Planning and organising - Mobilizes time and resources to get things done.

Personal Attributes Required

• Must be able to take direction and work well with others.
• Must be able to work under the stress of and meet deadlines.
• Must be able to concentrate and perform accurately while meeting applicable productivity measures.
• Must be able to change productively and to handle other tasks as assigned.
• Must be a team player.

Advantageous

• College / University degree preferred.
• 5+ years’ experience in travel industry.
• Knowledge of club travel products.

Package & Remuneration

• Attractive package market related, based on experience.

Disclaimer: Should you not receive feedback within two weeks of your application being submitted, kindly note that it means that your application was unfortunately unsuccessful. Interested applicants must please email their CVs to the HR Department at: recruitment@clubtravel.co.za using the reference: KAM/118/117. Closing date: 15 April 2022.