Key Account Manager MICE

My client is a global hotel group, looking to add a Key Account Manager – MICE, to their UK team.

Based in London, but expected to travel across the UK, the Key Account manager is expected to significantly contribute to the sales and marketing effort of the MICE team, as directed, in line with overall financial business mix objectives.

Under the general guidance and supervision of the Director of Sales, identify and develop new business opportunities for the group, in order to increase market share and yield in line with the European budget.

With effective planning of co-ordinated sales efforts; and personal and consistent sales service develop new accounts, maintain and increase market share of existing accounts, resulting in the achievement of the regions profit plan.

Maximise all sales and revenue opportunities in the UK, Europe and Global MICE market by producing new business opportunities and effective account management across Agent's client base, in order to achieve agreed annual sales targets.

Strategic sales activity

• § Devise and implement a rolling European MICE Sales Plan against your assigned revenue target, updating information and recording results on a monthly basis to ensure positive activities are repeated and unsuccessful activities are effectively evaluated and changed as appropriate
• § Ability to work with all levels of client from travel bookers, up to high level management
• § Account manage relationship with geographically assigned preferred MICE Agents, negotiation of overrides on an annual basis
• § Lead quarterly/ monthly reviews with Agency Account Managers, key contacts within assigned region, assessing market share gains, driving activity, agreeing MI targets for the hotels
• § Account manage top clients booking out of preferred Mice Agents on behalf of the group
• § Provide a detailed overview of your top producing clients for the hotels, to include meetings and residential revenue per hotel
• § Create Account Development Plans for your top clients and MICE Agents and review monthly activity, organizing and presenting client training sessions which also involves key hotels to attend and present
• § Manage and maintain MICE database, assessing content for a monthly communication
• § Research and identify new business for the group from your account base, work very closely with local M&C sales people and account managers in MICE Agencies
• § Research M&E RFP opportunities for the group from your account base and ensure negotiation and acceptance of as many hotels worldwide as possible onto key programmes
• § Deal with all client enquiries, including M&E rates, client complaints, etc are dealt with in a timely and cost-effective way
• § Achieve Meetings & Events and Residential revenue targets assigned by DOS - Business Travel
• § Attend monthly sales strategy meetings and provide strategy update from your account base and provide monthly team sales reports to VP S&M including activity overview and wins/losses
• § Personally conduct a minimum of eight proactive sales appointments each week, selecting those which have a high generation of sales revenue
• § Host / organize a minimum of 3 Fam trips per month for your clients base
• § Liaise with Europe DOS's on offering new tactical offers and incentives for MICE clients, therefore maximising all Company promotions to the benefit of the hotel
• § Plan and implement key National and International MICE sales trips where required
• § If managing an account on a primary or secondary basis, provide monthly activity update into Opera, SFA/SAM

SKILLS REQUIRED

• Persuasive: Building commitment by convincing others and winning them over to your point of view.

• Tactical: Emphasising the production of immediate results by focusing on short-range, hands-on, practical strategies.

• Communication: Stating clearly what you want and expect from others; clearly expressing your thoughts and ideas; maintaining a precise and constant flow of information.

• Delegation: Enlisting the talents of others to help meet objectives by giving them important activities and sufficient autonomy to exercise their own judgement.

• Control: Adopting an approach in which you take nothing for granted, set deadlines for certain actions and are persistent in monitoring the progress of activities to ensure that they are completed on schedule.

• Management Focus: Seeking to exert influence by being in positions of authority, taking charge, and leading and directing the efforts of others.

• Production: Adopting a strong orientation toward achievement; holding high expectations for yourself and others; pushing yourself and others to achieve at high levels.

• Consensual: Valuing the ideas and opinions of others and collecting their input as part of your decision-making process.

• Embraces Change: Feeling comfortable in fast-changing environments; being willing to take risks and to consider new and untested approaches.

• Technical Expert: Acquiring and maintaining in-depth knowledge in your field or area of focus; using your expertise and specialised knowledge to study issues in depth and to draw conclusions

• Plans Ahead: Taking a long-range, broad approach to problem solving and decision making through objective analysis, thinking ahead and planning.

• Creates Enthusiasm: Operating with a good deal of energy, intensity and emotional expression; having a capacity for keeping others enthusiastic and involved.

• Follows Procedures: Adopting a systematic and organised approach; preferring to work in a precise, methodical manner; developing and utilising guidelines and procedures.

• Provides Feedback: Letting others know in a straightforward manner what you think of them, how well they have performed and if they have met your needs and expectations.

• Empathic: Demonstrating an active concern for people and their needs by forming close and supportive relationships with others.

• Customer Focused: Showing commitment to serving customers' interests.

QUALIFICATIONS & CERTIFICATION (Education, Training, Languages & Job Experience)

ESSENTIAL:

• At least 3 years experience in a senior management role within a similar standard of property

• A good knowledge of the demands of market servicing, tracking & contracting (RFP's)

• Experience in account management and building a client base

• Experience with problem solving and customer complaints

• Excellent communicator at all levels

• Good relationship builder

• Have good commercial awareness

• Effective time management

• Ability to work on own initiative and to tight timescales when necessary

• Have excellent Microsoft Excel skills

• Be flexible in their approach and be able to prioritise work

• Have a positive attitude

• Sales & Negotiation

Kellan Group (including all of our brands, Berkeley Scott, RK and Quantica) are committed to promoting equal opportunities to people regardless of age, gender, religion, belief, race, sexuality or disability. We operate as an employment agency and employment business. You'll find a wide selection of vacancies on our websites

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