Key Accounts Manager, Travel Trade

3 weeks ago

Vancouver, Canada Rocky Mountaineer Full time

**Purpose**

The Key Account Manager, Travel Trade (North America) is a professional role responsible for managing and growing relationships with Rocky Mountaineer’s most important and valuable customers in the Group Tour Block & Wholesale channels. The Key Account Manager is responsible for identifying opportunities to increase revenue, drive customer loyalty and maximize profits within a portfolio of key accounts. The Key Account Manager is also responsible for coordinating with relevant departments within the organization to ensure that both Rocky Mountaineer and customer needs are met.

**Key Areas of Accountability**

**Relationship Management**
- Acquire a comprehensive understanding of short and long term partner goals and objectives, identify areas of mutual opportunity and develop action plans to capitalize.
- Develop and maintain strategic long-term trusting relationships with high volume partners to accomplish organic growth and long-term company objectives.
- Focus on establishing Partner relationships at the mid and senior management levels and across various functions including (but not limited to) Vendor Relations, Marketing, Information Technology, Retail Operations, Analytics and Research
- Formulate business plans that drive joint value for all stakeholders.
- Deepen relationships by attending all relevant partner and industry events including tradeshows, conferences, and presentations.
- Consistent with Rocky Mountaineer’s One Team values, maintain positive and constructive relationships with internal stakeholders treating them as equal and valued partners in the effort to grow key account business.

**Sales Operation Management**
- In partnership with key internal and partner stakeholders, lead the development of the key account business plan clearly identifying growth opportunities and establishing partner-specific goals, objectives, strategies and related KPI’s.
- Support the business plan by preparing detailed annual/quarterly/monthly tactical plans and communicate to the Field Sales team for implementation.
- Analyze and leverage customer data to identify trends and patterns, understand customer preferences and behavior, and identify opportunities for further business development.
- Lead contract negotiations with particular focus on commercial terms and conditions and work with relevant parties to ensure timely workflows and positive outcomes.
- Provide feedback and input on broader corporate programs, strategies, and tactical marketing and sales initiatives.

**Leadership**
- Exhibit an enterprise mindset - evaluate opportunities relative to corporate objectives.
- Drive for results - foster collaboration in the spirit of One Team
- Make values visible - act with uncompromising honesty, integrity, and ethics.
- Energize others - set an example, recognize individual and team contribution, celebrate accomplishment.
- Resourcefully innovate - search for opportunities, experiment and take risk.
- Inspire a shared belief - create a clear vision and enlist the support of others.

**Strategy**
- Initiate, build, and maintain long-term relationships with partners.
- Meet targets and deadlines.
- Follow through on commitments.
- Ensure clients keep Rocky Mountaineer top of mind in their sales and marketing efforts.
- Increased customer loyalty through improved customer service.
- Grow market share by increasing retail penetration, number, and value of bookings.
- Increase profitability through cost reduction initiatives.
- Improve operational efficiency by leveraging virtual communication platforms and process optimization.
- Improved employee engagement and retention through timely, consistent and respectful communication.
- Contribute to developing a culture of innovation and creativity.

**Qualifications**

**Education and Experience**
- Post-Secondary education (preferred)
- Possess 5-10 years of progressive sales and/or marketing experience in the Travel Trade (Tour Op/ Wholesale)
- Prior key account management experience (preferred)

**Skills**
- Exceptional relationship builder.
- Demonstrates enterprise level thinking, ROI focused.
- Motivated and focused on achieving objectives.
- Confident interacting at the Senior Management level
- Persuasive verbal and written and communication skills.
- Creative and resourceful.
- Ability to work effectively with Field Sales teams and other functional areas of the business.
- Possesses strong negotiation and closing skills.

**Analytics and Technology**
- Adept at deriving insights from large and complex data sets.
- Demonstrated ability to identify growth opportunities and develop strategic plans to capitalize.

**Travel**
- Ability to travel, both domestically and internationally, is required.
- Access to use of a reliable personal vehicle is required.

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