Key account manager

Scenic & Emerald Cruises are a luxury river and ocean cruise line based in Manchester. This exciting and challenging role within the trade sales team offers the opportunity to be part of the company’s growth and increase our market share within the UK travel industry.

The Key Account Manager will be responsible for a portfolio of key accounts, and will:

• Be based remotely, with travel to Head Office bi-monthly for Trading Meeting attendance
• Have proven management and commercial experience, be highly organised, efficiently manage their time alongside a busy workload ensuring deadlines are met and accuracy maintained at all times
• Strategically plan the growth of each key account according to the individual business model
• Build and maintain industry leading relationships, be a constant ambassador for both brands and be a constant promoter to positively impact to the UK’s growing sales targets
• Drive sales growth, fostering long-term client relationships, developing strategies across all products and ensure clients travel needs are met
• Relish a challenging environment and have a flexible approach to work, embracing change to help shape the Trade Sales department
• Have a natural flair for prioritisation and keep the business goals in sight at all times

A flexible approach to working hours is required that can include evening and weekend work as and when required.

Key Responsibilities

1.     Strategic Sales Growth:

• Create and implement effective sales business plans via strategies to increase passengers, revenue, and market share from Key Accounts
• Create campaigns with partners that drive sales growth, brand visibility through their distribution opportunities & continual focus on the Scenic & Emerald Cruises brands
• Drive sales performance, be abreast of market trends at all times, impact customer behaviour and competitor activity to adjust tactics and remain competitive
• Collaborate with the Sales Managers, with full responsibility for Key Account Sales & Marketing plans to drive regional retail and homeworking engagement to increase visibility and sales growth
• Own, manage and drive the best return on investment for account marketing budget for each Key Account

2.     Partnership Management and Development:

• Develop a considered targeted call cycle focusing on high revenue and high potential stores via multiple means and collaborate with Sales Manager to execute engagement
• Maintain and grow key relationships with senior commercial managers, heads of departments, senior directors and owners
• Increase partner knowledge, expertise and confidence across all products, systems and campaigns via training when needed
• Present at consumer shows, conferences, regional meetings and other events
• Manage agency agreements through to signing and ensuring validity

3.     Key Stakeholder Relationship Management:

• Ensure each key stakeholder is constantly engaged across each division of the Key Account
• Attend regular meetings with the Sales Manager(s) to co-ordinate national activity for Key Accounts
• Identify and target new business opportunities, including luxury partnerships, group travel and individual business partners
• Build and maintain strong relationships with existing clients, ensuring high levels of customer satisfaction and repeat business
• Attend industry events, trade shows, and networking opportunities to generate new leads

4.     Sales Reporting and Activity Data:

• Use reporting tools to track performance, identify trends, and optimise strategies for client retention and growth
• Provide key account reports for your meetings and follow up consistently on the actions set
• Set revenue targets for sales growth and monitor/coach Key Accounts to achieve these
• Conduct performance reviews and implement incentive programs to maintain a high level of motivation with key accounts
• Ensure Salesforce is up-to-date with accurate information on sales activities, leads, and customer interactions
• Monitor sales performance metrics and provide weekly trading feedback
• Analyse reporting to create priorities and adjust sales strategies based on performance data and changing market conditions
• Ensure focus across all products, aligning interim needs of the business alongside the long term targets

5.     Collaboration and Communication

• Attend quarterly sales meetings with the Trade Sales team to present update on key account activity and Sales & Marketing plans
• Attend Trading Meetings bi-monthly
• Regularly update senior leadership on account performance, sales forecasts, client feedback, showcasing the effectiveness of Key Account strategies
• Support projects as a team as and when directed
• Collaborate with internal marketing, sales support, commercial and product teams to align sales strategies with promotional activities and seasonal campaigns.
• Work closely with operations, customer service, and product development teams to ensure a seamless customer experience
• Lead from the front to improve internal relations

Goals and Objectives

The Key Account Manager will be expected to achieve the following objectives:

• Increase revenue and passengers by a targeted percentage each year for each Key Account
• Enhance client satisfaction scores through proactive relationship management
• Develop and implement Sales & Marketing plans annually for all Key Accounts
• Deliver regular performance reports that demonstrate growth via all Key Account divisions