Sales Managers - B2B Groups & Charters

An opportunity has arisen for two Sales Managers to join the sales team managing B2B Groups. As Sales Managers for B2B Groups, you will drive revenue and efficiency and exceed customer experience expectations and business revenue objectives in the complex B2B Groups environment.

This role is a Grade D, Travel Services 2 and can be based in London, Brussels or Paris.

We're looking for someone to:

• Support the relationship with the key parts of the Sales Team eg Corporates, TMC’s, Sales Operations etc, working closely with them and other internal stakeholders such as Pricing and RM in order to achieve the best results possible for our customers and our business.
• Support the Operational Teams eg site visits, onboard services etc to maximise operational throughput, customer experience and revenue generations
• Responsible for a portfolio of B2B Groups & Charters to maintain and/ or improve revenue.
• Be creative and target more key influencers to build internal network to gain B2B Groups & Charters insight & opportunities.
• Share best practice (exchanging information, sharing ideas and practices) at all times.
• Create a plan of unmanaged B2B Groups & Charters through structured engagement/ communication and organize familiarization trips to raise the awareness of our product.
• Responsible for incremental revenue by tailored incentives per B2B Groups
• Manage a portfolio of diverse B2B Groups & Charters B2B Groups & Charters across our core markets within the B2B Groups & Charters identified criteria.
• Identify and assess incremental sales potential within a portfolio of managed B2B Groups & Charters accounts (profile management) and establish an efficient account plan and calendar activities to drive sales.
• Negotiate B2B Groups & Charters Agreement with B2B Groups & Charters buyers based on the Eurostar framework. Implement all marketing activities and commercial commitments agreed during the negotiation.
• Reinforce Eurostar’s positioning by actively selling the product and by building on stakeholder interaction (B2B Groups & Charters procurement, travel managers, booker network).
• Track and analyze sales and market-share performance; applying corrective measures where necessary and producing detailed B2B Groups & Charters reporting every month.
• Quarterly B2B Groups & Charters review meetings with your accounts; informing them of product/ service developments, reviewing sales data and driving B2B Groups & Charters interaction.
• Participate in the organization of study trips for sales stakeholders: planning, ticket management, organizer assistance, animation, evaluation and follow-up.
• Work closely with Revenue Management, Pricing, IDL to ensure B2B Groups & Charters have access to the appropriate fares, timetable and booking anticipation.
• Where applicable be the face and voice of Eurostar at B2B Groups & Charters events, and Industry/Trade events (with the Corporate, Agencies, Distributor or MICE Teams) and ensure maximum visibility and engagement.

Requirements

You'll need:

• MA in Marketing or Commercial or equivalent work based in experience
• Substantial experience working in distribution, commerce and marketing, travel trade, corporate travel management
• Dutch/German and English fluency
• Excellent knowledge of sales training: Skilled/Tactical Negotiation, Sales Account Management
• To be a clear planner and task orientated
• Good commercial and analytical capability
• Ability to demonstrate tangible results and delivery
• Strong relationship builder – comfortable to speak/present to an audience
• Strong knowledge within the travel industry (hospitality, airline, car rental, TMC, leisure, OTA as applicable)
• Industry awareness in the applicable segments and markets with strong account management skills
• Ability to work across multiple departments to get the task completed
• Good cultural awareness
• Desirable - Interested into the business sectors (banking, consulting, luxury retail, OTA, Leisure as applicable) and /or markets
• Desirable - French language skills (in addition to the essential language skills)