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ABERCROMBIE & KENT - Directeur des Ventes pour les marchés Belge et Français H/F - CDI - (Paris)
Publiée le Lundi 16 Avril 2018 dans OFFRES D'EMPLOI TOURISME
Contrat : CDI
Ville : PARIS
Entreprise : ABERCROMBIE & KENT
Fonction : Directeur des Ventes H/F



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Recrute

1 DIRECTEUR DES VENTES H/F

POUR LES MARCHES BELGE ET FRANCAIS


L'ENTREPRISE :


Abercrombie & Kent DMC est un groupe de réceptifs qui offre depuis plus de 50 ans des services haut de gamme vers 26 pays, avec plus de 50 bureaux dans le monde. Nous proposons à nos agences et tour operators, des itinéraires sur mesure, des programmes groupes ou destinés au MICE, des excursions pour les compagnies de croisières…

Basé(e) à Paris le directeur/directrice des ventes, sera en charge de la promotion des services d’Abercrombie & Kent et des produits de Sanctuary Retreats sur les marchés belge et français.


JOB DESCRIPTION :


INTERNAL RELATIONSHIPS:

The sales director will be based in Paris and will primarily work under supervision and in cooperation with the head of the Paris office. He/She will also develop relationships with
- A&K DMC sales directors, tour consultants and senior management team.
- A&K DMC and Sanctuary European sales directors and teams and Sanctuary global team.
- A&K DMC support team.
- Sanctuary revenue management and marketing team.

EXTERNAL RELATIONSHIPS :

- Tour operators, wholesalers, retailers, group agents, consortia and meeting & incentive agencies.
- Tourist boards, travel associations, travel media, and trade fair organisers.

DETAILED RESPONSIBILITIES :

Strategy and planning :

- Gather customer and market information, record this in the CRM system provided and report regularly as necessary.
- Develop a thorough understanding of the market(s) A&K/Sanctuary Retreats operate in and the company’s competitors, and share this with key colleagues.
- Work with the Paris office team, all the DMCs, and Sanctuary to create individual sales plan, aimed at achieving the agreed regional targets, with focus on volume business from tour operators, wholesalers, group operators and retail networks.
- Regularly review and report own sales performance, compared with targets.

Selling :

- Maintain and develop relationships with existing clients in person, via telephone calls and emails to increase business.
- Develop a strategy and action plan for each account he/she is responsible for, based on market intelligence, annual sales plan and sales booking data provided through the CRM system and in agreement with the head of the Paris office.
- Look for leads and cold call potential clients to prospect for new business, and arrange face-to-face meetings when necessary, focusing on large clients in line with the company strategy.
- Listen to and understand client requirements, feed this back to DMCs or Sanctuary, and help them to provide the right products and services at the best prices to win the business.
- When necessary, assist with the conversion of quotes being handled by the tour consultants.
- Secure the most prominent inclusion of the company’s products in the clients’ brochures, web pages, marketing campaigns and other channels through which the clients secure sales.
- Champion the clients’ requirements internally to help increase their business and act as the point of contact for escalation purposes.
- Negotiate and agree marketing contributions and other forms of practical or financial support and ensure marketing activity is effective and on brand (Sanctuary).

Communications :

- Help organise DMC visits to the sales region and accompany as necessary.
- Represent DMCs and/or Sanctuary Retreats at trade exhibitions, events and conferences as and when required.
- Regularly communicate with clients by email and direct mail to send company news and offers.
- Prepare and present information to promote the DMC and Sanctuary services and destinations, and to train the client’s staff, as the business demands.

GENERAL RESPONSIBILITIES :

- Maintain up-to-date records of all sales activity in the CRM system provided.
- Travelling in France and Belgium will be required, as well to our destinations occasionally, to lead a famtrip, inspection purposes ….
- Be cost conscious while sales calling and travelling for the company
- Actively participate in team meetings and share best practice with colleagues.
- Consider requests from clients for familiarisation trips with the DMCs and/or Sanctuary.
- Always maintain high standards in all activities and communications to ensure the professional reputation of self and the A&K group of companies.
- Report and help investigate quality issues, ensuring timely response to clients and customers, and assist in collection of receivables as necessary.
- Perform any other duties as may be required from time to time. This job description is not designed to be an exhaustive list of duties or responsibilities.

COMPETENCE REQUIRED :

- Proven success and experience in B2B sales of services (tourism, hotel business...)
- Good knowledge of the French tourism market. (More particularly the group business, MICE and Tour Operators).
- Ability to work independently
- Flexibility
- Fluency and taste for intercultural management
- A decent knowledge of several of our destinations would be a plus
- Fluency in English, both written and spoken, is mandatory


POUR POSTULER / Envoyer CV + lettre de motivation par email à : GAnne@akdmc.com

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