Senior Account Manager
Belmond, China
Job Description
It all began in 1976, when we received the keys to the legendary Belmond Hotel Cipriani in Venice. A year later we began collecting the carriages for the Venice Simplon-Orient-Express, which launched in 1982 to whisk intrepid travellers to La Serenissima in style.
Belmond joined LVMH Moët Hennessy Louis Vuitton in April 2019, reinforcing our place among the international leaders in luxury. For over 40 years we have followed our pioneering spirit and passion for authenticity to create and uncover some of the world’s greatest travel adventures. Today, our collection includes one-of-a-kind hotels, trains, river cruises and safari lodges in stunning destinations across the globe. Each has an incredible story to tell.
Belmond is seeking to recruit a Senior Account Manager responsible for developing, maintaining, and growing the revenue generated by the owned Accounts in the Guangzhou area as well as other assigned territories , and from all market segments.
The role is responsible for implementation of strategic account management for all owned accounts, and increasing the number of new active accounts through business development activities.
The role is accountable for meeting established revenue targets for every Belmond property, or regional groups of properties, as defined in the personal KPIs.
Key Responsibilities
- Develop a detailed quarterly sales action plan and annual B2B account management plan aimed at achieving and exceeding revenue generation goals for each Account and submit to the direct manager for approval.
- Maintain a frequent personal contact with all property-based sales personnel to ensure product knowledge is always up to date and complete alignment of sales strategies.
- Establish a close collaboration with all property sales, revenue management and reservations teams and lead all closing efforts from generated transient leads.
- Qualify all sales leads and conduct necessary follow through to secure new bookings that fit with the parameters of desirable business.
- Analyse and evaluate accounts productivity (past, current and future) to ensure that revenue targets are met.
- Proactively approach groups customers to generate qualified groups sales leads and conduct necessary follow through to secure new groups bookings that fit with the parameters of desirable business, with specific focus on need properties and need periods as directed by the Divisional Director of Sales.
- Prepare quotes and detailed offers for all groups leads generated by Owned accounts, in collaboration with the Properties’ teams, manage negotiations and be the Customers single point of contact through final conversion of leads into confirmed status.
- Work very closely with Properties’ sales and revenue management teams to drive desirable groups business into the Belmond portfolio.
- Establish and nurture a partnership relationship with all key contacts, decision makers, bookers and influencers within every owned Account.
- Conduct product training to Customers on a regular basis to ensure Belmond remains front-of-mind at all times.
- Host customer events with select key accounts throughout the year, as per annual action plan approved by direct manager.
- Communicate all seasonal promotions for the global Belmond portfolio to support all properties achieving their budgeted revenue, especially in shoulder seasons.
- Make full use of all selling, negotiating and closing tools to increase conversion ratio from the assigned territory and account platform.
- Assist Divisional Director of Sales, Asia amp; Pacific with the organization of annual roadshows, strategic partners’ sales events, and Belmond presence to relevant trade shows.
- Plan regular Customers educational trips to key Belmond destinations as defined in the quarterly / annual sales action plan, and escort these trips if necessary.
- Attend relevant industry functions and meetings to ensure the Company’s brand is properly represented.
- Establish and maintain relationships with industry colleagues including tourism boards, airlines, DMCs, etc.
- Provide feedback and information about latest market conditions and newest trends to the direct manager.
- Maintain a clean database of all owned accounts and contacts within, with all sales activities promptly logged into OSC.
- Manage expenses through tight control, maintain annual costs within allocated resources.
- Prepare all production, account management and other sales reports as requested by the direct manager.
- Maintain a proactive role in social media and support the Corporate Marketing communications plan.
- Attend and actively contribute to regular sales meetings organized by the Divisional Director of Sales, or by the London Corporate team, or by the direct manager.
Requirements