Strategic Key Account Manager

We're currently recruiting on behalf of a major international travel group for a Strategic Key Account Manager based in Sydney. This is a senior role and reports directly to the Commercial Director.

**Main Accountabilities/Qualifications & Experience**
- Establish Business Plans, conduct quarterly reviews and provide management information and consultative analysis to clients
- Manage individual client Business Plans alongside monthly revenue targets, forecasts, and objectives with the aim of delivering profitability
- Develop and maintain strong client relationships through regular client contact and communications with internal teams
- Manage retenders & renegotiation of client contracts where necessary to ensure retention
- Oversee smooth and seamless implementation of new clients
- Build good working relationships with the Sales & Operations Managers and their respective teams
- Maintain accurate records in company designated databases as required
- Assist credit control by ensuring clients are paying to contracted terms (applies to invoice clients only if applicable)
- Complete a weekly report on client activity as required by the Commercial Director
- Remain up to date with company technology to enable implementation and training
- Cross-selling and sourcing opportunities for, for the company's Events, Leisure, Sporting and Group divisions.
- Professional presentation and representation of the brand
- Ability to present to and negotiate with potential clients
- Ability to sell consultatively and make recommendations to prospects and clients of the solutions we can offer.
- Drive profitability through analysing, managing, and working on market trends, client change management and return on investment.
- Regularly review Service Fees / Booking Fees and conditions to ensure fees charged cover all costs and meet profit targets
- Budgeting, forecasting, and sales reporting
- Position the company as a strategic partner with each client
- Ensure standard Key Performance Indicators are met.
- Represent the brand at sales meetings, client visits, tenders, presentations, and client functions.
- Capacity to understand and communicate concepts and product knowledge to potential customers.
- Deliver product demonstrations as required.
- Understand the end-to-end sales process and how technology aids this process.
- Able to operate and manage Microsoft
- Work closely with preferred technology suppliers to understand client opportunities.
- Full understanding of proprietary products.
- Working knowledge of Microsoft suite of products and Prezi presentation software.
- Ensure healthy ratio of calls made / appointments gained / RFP invitations to deliver healthy pipeline.
- Ensure timely submission of all client RFP documentation.
- Ensure products are sold and able to be delivered.
- Prepare and conduct annual staff appraisals with the Head of Sales.
- Ensure market intelligence is transferred back to the Head of Sales.
- Proactively present ATPI solutions and products to the market.
- Build on a strong pipeline of prospects targeting relevant large, mid-sized and SME market sectors.
- Manage key client relationships from introduction through to implementation
- Achieve sales targets for the region
- Prepare of tailored presentations and written proposals as required to support the sales proposition
- Be able to effectively demonstrate the companies operating and analytical tools at client level.
- Assist the KAM team to deliver quality re-tender documents when required.
- Demonstrated business development achievements
- Budgeting, forecasting, and sales reporting experience
- Sound attention to detail and time management
- Ability to self-manage and prioritise
- Strong technical ability
- Excellent communication and relationship building skills Key Performance Indicators
- Propose strategy and plan for current and future year's sales targets / budgets
- Budgeting, forecasting, and sales reporting
- Implement Annual Sales Business Plan
- Sales follow up on previous unsuccessful tender bids
- Ensure that an excellent working relationship is maintained with industry representatives and associated personnel
- Ensure that all dealings with industry representatives are always fair and honest and that any working relationship is not used to the detriment of the company.
- Attend industry functions and product seminars to update and advance current personal knowledge. It is essential that our company be always represented in a professional manner.
- Work with all departments to achieve the common goal of customer satisfaction.
- Treat all team members from all departments with respect and dignity.
- Participate as a company team member and contribute to the overall smooth operation and wellbeing of the company.
- Operate within company guidelines and compliance, systems, and procedures always.
- Ensure that all required compliance related training modules are completed

If you feel you have the drive and enthusiasm t