Client Director, Australia & New Zealand

Belmond

4d•Remote

About The Position

The Client Director, Australia & New Zealand, is responsible for developing, maintaining, and growing the revenue generated by owned Accounts and Prospect Accounts within the assigned markets and that of their Direct, proactive sales teams. Accounts will be from all relevant market segments (Leisure, FIT, Groups and Events MICE). The role is responsible for implementation of strategic account management for all owned accounts and that of their direct reporting teams 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. Will monitor, analyse and evaluate on a periodical basis, with relevant parties, including Direct Manager and VP Global sales, the strategy plan, results versus goals and remedial measures to be taken, if and when necessary. The role is responsible for maintaining motivation and focus, so that Australia sales team strive for consistent financial growths in results and ensure that Belmond is constantly recognised as being incomparable versus competition and remains first choice for all luxury Accounts from all geographically covered markets.

Requirements

Minimum of 5-10 years of experience in client manager, sales, or a similar role within the hospitality or luxury travel sector.
Proven track record of achieving revenue targets and growing key accounts.
Good understanding of transient sales and commercial performance analysis.
Strong experience in account planning, lead conversion, and client relationship management.
Proficiency in CRM systems and sales reporting tools; experience with OSC, Tableau, or similar BI/reporting platforms would be advantageous.
Ability to work collaboratively with sales, revenue, and reservations teams across multiple properties.
Willingness to travel as required.

Responsibilities

Develops a Personal and Team detailed quarterly sales action plan and annual account management plan aimed at achieving and exceeding revenue generation goals for each Account, to be then reviewed and approved in conjunction with DDOS.
Maintains a frequent personal contact with all property-based sales personnel and relevant property, Area or regional Director of Sales, to ensure product and Market knowledge are always up to date and complete alignment of sales strategies and able to drive desirable business into the Belmond portfolio.
Ensure all direct proactive sales reports follow similar practice.
Establishes a close collaboration with all property Management, sales, revenue management teams and lead all closing efforts from generated leads.
Qualifies all leads generated by owned Accounts and conduct necessary follow through to secure new bookings that fit with the parameters of “desirable” business.
Ensure all Direct proactive Sales reports follow a similar practice.
Assisted by the Travel Trade Support and Property Groups Teams, prepares quotes and detailed offers for all groups leads generated by Owned accounts.
Ensures timely, accurate and personalized responses and follow up to all customers enquiries.
Works in close collaboration with the Divisional Director of Sales, B2B Marketing team, PCMs and other Corporate Commercial teams to ensure local, regional and divisional strategies are fully synchronized and aligned
Assists and works in close collaboration with Divisional Director of Sales with the organization of annual sales series, strategic partners’ sales events and Belmond presence to relevant trade shows, throughout the year in all specified markets.
Plans and organizes Sales teams’ attendance to national and international sales trips, roadshows and trade shows, in accordance to guidelines and the Global Sales Event calendar, working alongside, where relevant, the relevant property sales teams.
Ensures all direct reports develop their annual strategic sales action plans for their markets in order to establish positive, ongoing strategic relationships with existing Key and Prospect accounts, which will lead to long term and continuous, increased revenue streams for the division and entire Belmond brand.
Monitors and reviews, with relevant parties (including Direct reports, DOS and Divisional Director), on a periodical basis, the Teams’ financial performance (past, present, future) and key priorities, actions and initiatives, in short and medium term, to maintain growth and exceed targets.
Directs efforts to rectify negative trends when achievement of goals is not in line with expectations
Analyses and evaluates accounts productivity (past, current and future) to ensure individual Customer targets are met.
Assists in the organisation of relevant training, coaching and personal guidance, to support Direct reports to meet their sales targets.
Conducts periodic individual and team reviews to ensure every member of the different sales team are inline to meet and surpass sales targets.
Shows initiative and resourcefulness in developing methods for increasing market share from the owned set of Accounts, ensuring a high level of Client satisfaction.
Applies effective problem-solving methodologies to resolve issues and challenges.
Establishes and nurtures a partnership relationship with all key contacts, decision makers, bookers and influencers within every owned Account.
Conducts property and product training to all relevant Accounts and Clients on a regular basis to ensure Belmond remains front-of-mind at all times.
Hosts inspirational and Creative client events, with select key accounts, throughout the year.
Communicates, with all Direct reports, all relevant Group promotions/offers for the global Belmond portfolio to support all properties achieving their budgeted revenue, especially in shoulder seasons.
Makes full use of all selling, negotiating and closing tools to increase conversion ratio from the assigned territories and account platform.
Plans regular Customers educational trips to key Belmond destinations as defined in the quarterly / annual sales action plans, and escort these trips if necessary.
Attends relevant industry functions and meetings to ensure the Company’s brand is properly represented.
Establishes and maintains relationships with industry colleagues including Luxury Hospitality and Travel brands, Tourism boards, airlines, DMCs, etc.
Provides feedback to Divisional Director and Divisional colleagues on any information about latest market conditions, newest trends and competitor updates.
Masters usage of all available BI tools provided by Tableau, and implement a regular strategic analysis of markets, properties and account performance.
Maintains an individual clean database of all owned accounts and contacts within, with all sales activities promptly logged into OSC.
Ensure that all Direct reports follow similar practice.
Manages and controls, with the Divisional Director of Sales, relevant individual and Team budgets, within the specifications of the annual budget and resources available for the market.
Prepares all production, account management and other sales reports as requested by the direct manager.
Maintains a proactive role in social media and support the Corporate Marketing communications plan.
Protects security and confidentiality of all guests, customers, employees and Company information.