Premium Midscale and Economy - ENA - France - Senior Key Account Manager France F/M

Company Description

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Job Description

As a Senior Key Account Manager, you managing and develop M&E business from a designated Institutions account portfolio within France – with focus on to drive and develop M&E business across our global division with emphasis on driving business across ENA.

TASKS/ MAIN ACCOUNTABILITIES:

•    Lead all relevant commercial actions to increase market share growth by focusing on an existing portfolio of accounts of French Institutions (ministries)
•    Develop in-depth account knowledge and control of management and distribution channels
•    Develop and propose the strategies of each account on its portfolio, creation of its annual Sales Action Plan
•    Coordinate with international KAMs and all Accor Southern Europe Sales teams
•    Increase market share of Accor hotels and partners in the MICE segment 
•    Prospect and expand the existing account portfolio in the French institutional segment
•    Lead its Mice business 
•    Build influence network with prescribers, influencers, and decision makers
•    Ensure a good commercial presence
•    Provide optimization leads to build customer loyalty
•    Prepare and execute the main Business Reviews of his portfolio with his manager 
•    Anticipate and prepare responses to tenders
•    Propose and analyze tender negotiations on its client portfolio 
•    Ensure proper application of job procedures and fundamentals.
•    Know the Accor multi-segment distribution market
•    Develop strong relationships with hotels and federate them around the defined strategy
•    Develop and manage a portfolio of existing and prospective customers within the defined geographic area.
•    Organize regular meetings and activities with the managed accounts and ensure they have the knowledge to grow the business and revenue.
•    Work the strategy with all internal stakeholders through the collaboration and work of the analysis team.
•    Develop and implement targeted account development strategies to penetrate and expand accounts
•    Research, identify and establish new business contacts, develop relationships and revenue opportunities with existing customers.
•    Follow-up of key files with hotels
•    Hosting and presence of Accor Sales Southern Europe events (customer presence and invitation

Qualifications

QUALIFICATION / COMPETENCIES: 
-    Minimum 5/6 years of account management experience This role will be at a senior key account level 
-    Past account management work with portfolio of B2b French clients
-    Fluency in French – essential
-    English speaking/writing- essential 
-    Other European languages would be an advantage
-    Ability to take a broader view without losing sight of short-term priorities
-    A thorough understanding of the MICE and hotel market / Focused on maximizing profitable market share
-    Excellent at building strong relationships with existing contacts/accounts
-    Operates under a clear overall plan for the development of new and existing accounts and closely monitors progress towards sales results.
-    Can quickly evaluate options, solve problems, and prioritize opportunities based on value.
-    Passion for selling, patience, closing business and getting results.

REQUIRED SKILLS AND KNOWLEDGE:
-    5+ years of M&E agency account management as a minimum 
-    Experience of managing corporate accounts may be considered, provided you have worked in the M&E environment on such accounts.

EXPERIENCE NEEDED: 
-    Good understanding of the ENA M&E market – with focus on Southern Europe trends/strong knowledge of French M&E market
-    Preferable to have already established working relationships with some of the top  M&E partners in ENA 
-    Examples of understanding the markets and working across a complex M&E sales organisation preferable

Additional Information

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