Trade and MICE Sales Manager

About Club Med

Established in 1950, Club Med is the pioneer of premium all-inclusive holidays. We have been continuously innovating over the last 75 years and now offer close to 80 ski and sun resorts across Europe, Asia, Africa, America and the Caribbean as well as a ‘Club Med 2’ cruise ship.  Club Med offers a new way of experiencing holidays in its upscale friendly and multicultural resorts. 

Our success comes from the strong commitment to exceed customers’ expectations and deliver an unforgettable experience.

Our management model separates Resorts (Operations) from Markets (Sales). In this position, you will belong to the EMEA Markets Business Unit (BU), which handles sales to customers living in the zone to our Club Med Resorts worldwide. You will be part of the UK, Ireland & Nordics markets cluster (Northern Europe Cluster).

Job Overview

With an overall current sales weight of 40% and with the strong ambition to accelerate our presence in the United Kingdom and in new markets (Ireland, Nordics), the Trade & MICE department plays a central role in the cluster current and future growth.

The Trade & MICE Sales Manager will be responsible for generating revenue through the sale of our products and services to trade partners (travel agent and consortium) and MICE (Meetings, Incentives, Conferences, and Exhibitions) partners and direct clients. The ideal candidate will have a proven track record of sales success, strong communication skills, and the ability to develop and maintain strong relationships with clients.

You will be directly managing a talented and highly motivated team of 8 staff located in the UK. You will be reporting to the cluster’s Managing Director. 

Main Missions

Develop and execute a sales strategy to drive revenue and profitability growth from the trade and MICE channels

• Conduct market analysis to identify opportunities & challenges: customer behaviour, competitors, market trends, and economic factors
• Set sales objectives for the trade and MICE channels: revenue targets, and specific performance metrics (ex: partner self-booking ratio, growth on specific destinations…)
• Develop actions to achieve these objectives: travel agent / consortium segmentation approach, loyalty scheme, product / self-booking tool training and development (Club Med Travel Agent - CMTA website), fam trips, incentives, marketing actions…
• Monitor the effectiveness of the sales strategies and adjust them as necessary to achieve the desired targets
• Build and maintain strong relationships with existing trade partners (travel agent and consortiums) and MICE partners and direct clients:
  • Understand the partners’ needs, expectations, and business model
  • Address any concerns or issues that may arise promptly
  • Manage all commercial and contractual relations with the trade and MICE partners
  • Define, in accordance with the BU’s strategy, the appropriate levels of commission and overrides. Negotiate commercials to maximize revenue and profitability
• Identify new trade (travel agent and consortiums) and MICE business prospects, develop and implement sales plans to convert them into partners / direct clients
  • Stay up to date on industry trends (trade show, networking…) and competitors’ activities to identify new opportunities and remain ahead of the competition
  • Develop new trade distribution channels (ex: e-distribution) and MICE segments (ex: affinity group)

Scale up the e-distribution channel of Club Med with partners OTA

• Understanding of the FEEDS (XML files)
• Coordinate the usage of Derbysoft and understand the digital architecture behind E-distribution
• Lead API and/or channel manager integration of new partners

Ensure a smooth and thorough process from contract set up to payment follow up

• Make sure all partners and MICE events sales agreements are updated and signed
• Safeguard Self Billing agreements conformity
• Stay up to date on the VAT implications on commissions
• Ensure internal system is set up and up to date according to negotiated commercials, Club Med processes and Terms & Conditions
• Ensure payments are received on time according to our Terms & Conditions
• Be responsible for MICE events’ invoicing process
• Ensure partners and suppliers invoices are paid on time

Collaborate closely with internal teams to ensure impactful marketing actions, customer satisfaction and deliver exceptional customer service

• Call centre, transport and customer care team: help develop the B2B sales skills through various training programs. Align on operational processes, service level and addressing any customer service issues that may arise
• Marketing Team: collaborating on advertising, promotions, co-branded B2B activities and other marketing activities to ensure that the right customers are targeted generating the desired results
• Finance team: align on smooth and thorough operational processes (invoice payment, refunds, cash collection…)

Overlook the MICE sales and event production team ensuring that events are produced to a high standard, within budget, and on schedule

• Manage the quotation and contracting process for MICE partners / clients insuring the right level of profitability for the company in coordination with Revenue Management & Pricing Team and Resort team
• Ensure that client requirements are fully understood and that operational and budget feasibility checks with MICE resort team have been made
• Oversee the project timelines, budget forecasts, payment and cancellation timelines and event run sheets
• Ensure in resort event execution is delivered to a high standard of quality, and in compliance with the contract requirements

Manage sales team and develop their competencies in line with HR processes

• Develop team skills by identifying training needs, coaching and training team members. Ensure the right level of sales and communication tool usage (CMTA, WebNA, Sales Force…) from the team. Gather tool improvement needs to share with the head quarter for future development.
• Lead annual assessments and co-build with HR a development plan in line with business strategy.

Profile

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field
• Proven track record of trade and MICE sales success in the travel or hospitality industry
• Experience with Online Travel Agents distribution model and commercial requirements

Interpersonal skills

• Strong communication, negotiation, and interpersonal skills
• Strong problem-solving and analytical skills
• Ability to work independently and as part of a team
• Ability to work under pressure and handle multiple tasks simultaneously
• Strong organizational and time management skills
• Negotiation skills

Technical skills

• Digital proficiency
• Usage of tools : PowerBI / Salesforce / Coupa
• E-distribution knowledge (Derbysoft / API)

Languages

• Fluent English is mandatory, French is a plus

Travel Trips

• Willingness to travel when needed