Key Accounts Manager

The Key Accounts Manager is a professional role responsible for managing and growing relationships with the company’s most important and valuable customers in the Retail Travel channel – specifically partners such as CAA/AMA, Ensemble, AMG, Virtuoso, TAND, Trevello, Travel Only, Direct Travel/Vision, Expedia Cruises, Transat, & Envoyage. This portfolio of partners produce approximately $10M in Annual Revenue. 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 the company and customer needs are met.

The ideal candidate for the role will be based in Ontario.

• 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 trade shows, conferences, and presentations.
• Consistent with the company’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.
• 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.

• 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.
• Initiate, build, and maintain long-term relationships with partners.
• Meet targets and deadlines.
• Follow through on commitments.
• Ensure clients keep the company the 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.

• Post-Secondary education (preferred)
• Possess 5-10 years of progressive sales and/or marketing experience.

• Exceptional relationship builder.
• Demonstrates enterprise level thinking, ROI focused.
• Motivated and focused on achieving objectives.
• Confident interacting at the Senior…