Purpose of the Job

• Develop both Indirect & MICE sales to deliver budget & optimal sales contribution

Responsibilities
She/he is responsible to deliver the set top line Indirect & Meetings & Events by identifying new business opportunities in the global tourism industry through development of partnerships & ambitious prospection. She/he is a highly motivated sales person responsible to drive business through innovative initiatives based on thorough analysis of market opportunities. Be co-responsible for the brand image & positioning of Club Med within the upscale strategy.    

Operational missions    

1. Build an annual sales plan to grow Indirect and MICE sales with ambitious development plan in line with the organisation’s upscale strategy to deliver the budget
2. Monitor closely market evolution, competition & sales performances, and adjust the action plan accordingly (risk & opportunities)
3. Drive commercial partnerships in line with leveraging the business ambition and contractual relations with partners
4. Build strong corporate networks to ensure upscale Club Med brand position for Meetnigs & Events.

Management missions    

1. In a multichannel strategy work in partnership with all other department Managers to ensure 360 approach and alignment on marketing & sales priorities / actions
2. Manage sales team and develop their competencies in line with HR processes

KPIs - Success indicators    
Performance KPIs    

• Market BV & Sales contribution
• Indirect channel & Meetings & Events BV
• Upscale strategy KPI

List of tasks

Mission 1 : Build an annual sales plan to grow Indirect and MICE sales with ambitious development plan in line with the organisation’s upscale strategy to deliver the budget

Tasks :

• Participate in the Annual Budget Plan process and provide the view and strategy of Indirect and Meetings and Events
• Put into place a development & prospection strategy in line with the growth ambition for existing & potential partners
• Conduct and implement a tactical action plan with selected key partners: e.g.: product training, incentives, special offers, eductours, co-marketing actions, etc…
• Ensure the Company’s ambition and strategy is understood by the key partners and corporate clients
• Represent the Club Med brand and carry out relevant interviews in specific trade events
• Allocate and monitor trade marketing budget in collaboration with the Marketing and Internet Sales Manager

Mission 2 : Monitor closely market evolution, competition & sales performances, and adjust the action plan accordingly (risk & opportunities)

Tasks :

• Monitor closely Indirect and Meetnigs & Events sales performances/pipelines to drive internal and external team with respective plans
• Assess and provide market intelligence (competitor analysis / benchmarking / insights / activities) to allow proper actions adjustment where needed and anticipation / proactivity

Mission 3 : Drive commercial partnerships in line with leveraging the business ambition and contractual relations with partners

Tasks :

• Ensure that agreements negotiations generate the best outcome for Club Med (profitability) while driving growth and recommendations to adjust where needed (market practices)
• Manage all commercial and contractual relations with the Indirect partners and corporate clients
• Define, in accordance to the strategy of the BU and the Country appropriate levels of commission
• Build sustainable and successful relations with the Indirect partners and corporate clients in order to achieve a fast reliable growth
• Generate Club Med brand awareness and visibilities among indirect and corporate clients

Mission 4 : Build strong corporate networks to ensure upscale Club Med brand position for Meetnigs & Events.

Tasks :

• Define the strategy and tactics to achieve the brand and sales objective
• Develop corporate networks to ensure Club Med is the Top of Mind brand for Meetings & Events service
• Build the collaboration and be the key contact of commercial associations

Mission 5 : In a multichannel strategy work in partnership with all other department Managers to ensure 360 approach and alignment on marketing & sales priorities / actions

Tasks :

• Build an action plan with BDE & Trade Marketing (incentives with agencies presentation, training…)
• Help develop the Sales skills of the Call Centre through various training programs
• Ensure the collaboration between departments

Mission 6 : Manage sales team and develop their competencies in line with HR processes

Tasks :

• Manage sales teams according to individual performances
• Structure and put into place a training program for new and existing staff: E.g. subjects Sales techniques (B2B/B2C), Internet sales, customer relations, brand image, product knowledge, Tools, etc…
• Recommend candidates to the GM and HR and make packages proposals
• Lead annual assessments and development plan for the team

Candidate Profile    
Expertise  :     Approx 5 years in Sales Management - travel background preferred
Education :     Business school or University

Specific Competencies preferred    
Knowledge :    

• CM range of services and products, Group & Asia sales Policy, statistical analysis.
• Local tourism industry regulations  

Skills :  

• Clients oriented manager with strong negotiation skills & excellent people skills
• Strong analytical, communication and communication skills.
• Strong management skills (evaluation, coaching, development), act in line with the Group and BU strategy, able to empower others (decision making, leadership)
• Outgoing, fun & confident personality - good public speaking skills

Technical skills (tools…) :   

• Advanced in Excel  / PPT
• SalesForce preferred
• Data / reporting system

Languages :    Cantonese & English
    
Behaviour :  

• Entrepreneurial spirit, persistent & demanding, open-minded, team player.
• Target oriented. Problem solving with solutions recommendations

We offer competitive package to the right candidate. Qualified and interested parties please send your resume and salary expectation by clicking "Apply Now".

Personal data collected will be used for recruitment purpose only.

Club Med

Since its creation in France in 1950 and the invention of the all-inclusive holiday concept, Club Med has been the world leader on its market and has developed a unique upscale, friendly and multicultural spirit. Club Med boasts 70 sun and snow resorts located in the most beautiful sites in the world, a cruise ship and Luxury Villas & Chalets and, now more than ever, is associated with dreams and happiness.
20,000 Gentle Organizers (G.Os) and Gentle Employees (G.Es) work at Club Med, in the resorts, but also at the regional headquarters in Paris, Singapore, Shanghai, Rio de Janeiro and Miami in sales offices all over the world.

Club Med Hong Kong

Club Med HK office is an intimate 20 people office located in Hong Kong. We manage a growing HK190M$ business with clients from Hong Kong and Macau