Job Title and Location
Key Accounts Manager (Retail/B2A)
Perth, Australia (Remote)
Position Summary
The Key Accounts Manager will be responsible for developing, managing, and growing relationships with key accounts. This role will focus on identifying clients' needs, building long-term partnerships, optimizing revenue growth, and ensuring high client satisfaction.
The ideal candidate should have a strong background in sales and account management within the travel industry, excellent interpersonal skills, and the ability to strategically align client needs with company offerings.
Key Responsibilities
* Serve as the primary point of contact for assigned key accounts, handling all client commercial inquiries.
* Develop deep relationships with decision-makers and influencers within each account to foster loyalty and retention.
* Conduct regular reviews of clients' needs, performance metrics, and travel patterns to propose tailored solutions.
* Regular partners visit during the week to meet them and build rapport with management and agents.
* Develop and implement strategic account plans to meet or exceed sales targets and revenue goals.
* Identify and pursue upsell and cross-sell opportunities by promoting additional travel products or services.
* Monitor market trends, competitors' activities, and client industry developments to position offerings that match client needs.
* Facilitate a seamless onboarding experience for new clients, ensuring they are fully trained on using the company's booking platforms and understanding available services.
* Organize periodic training sessions for clients on new features, products, and booking solutions.
* Attend industry events, conferences, and trade shows to represent the company, strengthen existing relationships and establish new connections.
* Collaborate with cross-functional teams (e.g., marketing, product, operations) to align on client needs and deliver customized solutions.
* Analyze sales data, travel trends, and client usage patterns to identify growth opportunities and areas for improvement.
* Prepare and present regular performance reports for each account, along with actionable insights and recommendations to improve sales and service quality.
* Maintain accurate records of client interactions, sales activities, and account progress in CRM tools.
* Proactively resolve any issues, complaints, or service challenges that may arise, ensuring client satisfaction and retention.
Qualifications and Skills
* Experience: 3-5+ years of experience in key account management, sales, or business development within the B2B travel or related industry.
* Industry Knowledge: Strong understanding of the travel sector, booking platforms, and common challenges in corporate/B2B travel.
* Sales and Negotiation Skills: Proven track record of achieving sales targets, with excellent negotiation and persuasion skills.
* Analytical Skills: Ability to interpret data, analyze account performance, and generate actionable insights.
* Customer-Centric Approach: Strong focus on client satisfaction and relationship-building.
* Technical Proficiency: Familiarity with CRM software and booking platforms.
* Communication Skills: Excellent verbal and written communication skills, with the ability to present ideas clearly and professionally.
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