Key Customer Success Manager

1 week ago

Sydney, New South Wales, Australia Corporate Traveller Full time

Job no: 517543

Brand:
Corporate Traveller

Work type:
Fixed Term Contract

Location:
New South Wales

Categories:
Corporate & Group Travel, Business Development

About the Opportunity
The purpose of the Key Customer Success Manager is to drive customer profitability, retention, and growth.

In addition, there is a focus on delivering customer value and best practice travel programs to increase and optimise the number of services provided to complex, high touch, and strategic customers.


The strategic intent of these programs will be to deliver outstanding customer service, improved efficiencies, consolidation, savings, best in market account management practices and use of CT technology, products & services, resulting in retention and growth and a best in market customer travel program.

Customer programs will be built on agreed national and regional requirements.

The KCSM role will manage a range of high value national and multinational customers. This is a Sydney-based position to cover parental leave until January 2024, with the potential to extend/become permanent.

Responsibilities:

_Commercial_

  • Identify opportunities for value added sales into existing customer base
  • Ensure fees are charged as per our CT agreement
  • Identify opportunities and strategies to drive turnover and revenue growth
  • Drive customer compliance and growth with directly procured products and services from CT, air, hotel, car, rail, ground transport, insurance and VIP Services
  • Conduct regular profit and loss reviews of customers
  • Work with national, regional, global CT teams to optimise contract opportunities
  • Ensure agreed customer deliverables are being met
  • High level understanding of customer commercial opportunities to maximise revenue

_Relationship_

  • Communicate with customer at all levels
  • Engage with internal stakeholders including operations, finance and support to deliver value to customer
  • Monthly touch points with operational team
  • Conduct yearly R.S.V.P Assessment
  • Regular communication with other CT stakeholders as required
  • Identify and build relationships with key customer stakeholders
  • Build strategic customer relationships to develop business opportunities and to influence change
  • Connect senior executives of customer with key senior stakeholders at CT and FCTG
  • Build and maintain relationships with C-Suite

_Innovation_

  • Keep customer informed of latest CT products & services
  • Be an expert in selling the benefits of all product & service opportunities
  • Quarterly recommendations of innovation into customer program
  • Implement products & services that enhance customer programs
  • Provide recommendations to customers on strategic direction of program in respect to booking, payment settlement and compliance benchmarked to like customers
  • Detailed innovation roadmap for all customers
  • Engage with senior FCTG tech leaders to help drive technology innovation within program

_Collaboration_

  • Develop strong internal and external business relationships
  • Influence customer to change to deliver value to customer program
  • Uphold FCTG Values and Philosophies
  • Work with Operational teams to drive outstanding service delivery to the customer
  • Develop strong narratives to implement ROI and change
  • Provide deep insights to customer programs that deliver enhanced value

_Technical_

  • Customised technical configuration for all technical products
  • Ensure technical configurations are optimised
  • Keep customer informed of latest CT technical products
  • Utilise CRM systems (Salesforce) to leverage customer communications and document activities
  • Engage SME to manage and deliver key customer projects
  • Work with senior technology leaders to deliver outcomes to customer

_Data/Analytics_

  • Create automated schedule of analytics/reporting for customers
  • Analyse customer data and trends and deliver opportunities through analysis
  • Utilisation of strong narrative to connect analytics to customer benefit
  • Use and selling of benchmark data products to customers
  • Develop compelling recommendations and solutions that align with the clients' business goals and requirements

_Business Planning_

  • Implement a highly customised and focused business plan template that aligns with customer goals
  • Measure and deliver on business plan outcomes
  • Complete annual review of customer program and offer savings/efficiency improvements
  • Conduct yearly Vision/Planning/Goals with customer
  • Use of program performance scorecard to measure value
  • Implementation of CT Derisk strategy to retain customer
  • Clearly articulate ROI on business plan outcomes
  • Challenge and influence customer to take up program recommendations
  • Conduct a yearly full program review with customer

_Project Management_

  • Manage, influence and deliver key customer projects
  • Communicate to key stakeholders on key project deliverables
  • Work with stakeholders to deliver statement of works
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