Job Description:
PURPOSE:
The Sales Executive is responsible for achieving B2B sales targets for the assigned region within the Abercrombie & Kent Group. This includes all product offered through the group. Key activity will include helping to plan and execute sales campaigns, winning new business, and effectively managing relationships with travel agents and tour operators.
The Sales Executive will work with Abercrombie & Kent internal stakeholders to ensure client needs are met in a timely manner and business development is done collaboratively. The Sales Executive will conduct an active programme of emails, phone calls and face-to-face sales visits, roadshows and trade events to identify and develop business opportunities, increase revenue from existing clients, and add new accounts. The Sales Executive will work with the Sales Manager to drive the sales in Spain and Portugal and will be expected to develop strong relationships with agents by phone, email and in person.
RESPONSIBILITIES:
External Relationships:
- Tour operators, wholesalers, travel agents, affinity group organisers and meeting & incentive companies in the Sales Executive’s territory.
- Tourist boards, travel associations, travel media and trade fair organisers.
Internal Relationships:
- Abercrombie & Kent DMC sales managers, tour consultants and senior management in the destinations.
- Abercrombie & Kent DMC and Sanctuary source market sales colleagues.
- Abercrombie & Kent DMC support team in London.
- Sanctuary revenue management and marketing team.
- European Sales Team colleagues.
Strategy and planning:
- Gather customer and market information, record this in the CRM system provided and create regular reports.
- Develop a good understanding of the market(s) Abercrombie & Kent are targeting as well as the company’s competitors and share this with key colleagues.
- Together with the DMCs and Sanctuary, develop a strategy and action plan for each account based on market intelligence, annual sales plan and sales booking data provided through the CRM system and Power BI.
- Focus on volume business from tour operators, wholesalers and group operators whilst developing relationships with niche high-end agents.
- Develop an understanding of margins and pricing in converting profitable business.
- Plan and manage costs of activities within budgets, monitor and report where required.
Selling:
- Maintain and develop relationships with existing clients in person, via telephone calls and emails to increase business.
- Look for leads and cold call potential clients to prospect for new business and arrange face-to-face meetings where possible, in line with the company strategy.
- Respond to clients and internal teams in a timely manner, ensuring deadlines are met.
- When necessary, assist with the conversion of quotes being handled by the tour consultants and help with any other queries to maximise customer satisfaction.
- Organise logistics for and attend roadshows, trade fairs and client events to maximise opportunities and represent Abercrombie & Kent brands.
Communications:
- Send company news and offers, organise webinars and train the clients’ staff regarding the Abercrombie & Kent Group range of products.
- Help organise DMC visits to the territory and accompany them as necessary.
- Represent AKTG at trade exhibitions, events or conferences.
- Maintain, update and deliver presentations on specific destinations, products and segments for the Spanish and Portuguese-speaking market.
- Communicate specifics of Spanish and Portuguese-speaking market and any ethos of new clients to DMCs to ensure the conversion of bookings.
General responsibilities:
- Be the first point of contact for agency partners.
- Maintain up-to-date records of all sales activities in the CRM system and prepare sales reports.
- Prepare sales and expenses reports, manage annual travel budget and be cost-conscious.
- Actively participate in team meetings and share best practice with colleagues.
- Always maintain high standards in all activities and communications to ensure the professional reputation of yourself and the Abercrombie & Kent group of companies.
- Take responsibility for personal development, including destination knowledge and use of Microsoft products.
- 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.
EXPERIENCE & QUALIFICATIONS:
Essential:
- Spanish and English speaking. Portuguese an advantage.
- Ability to travel frequently to travel agents and tour operators in the Spanish and Portuguese market.
- Confidence in presenting to agents and business owners
Desirable
- Specific experience of working with the Spanish and Portuguese-speaking market in a B2B role
- Sales experience
- Experience working with agencies as part of networks in the market
Person Specification
- A positive, can-do personality
- Strong communication skills to manage stakeholders’ needs and expectations
- Excited about travelling to partners within Spain and Portugal and also visiting Abercrombie & Kent worldwide
- Keen to hit targets and achieve goals
- Confident in presenting to clients and at industry events
- Looking to develop a career in sales in the travel industry
This Role Profile highlights the key responsibilities but is not intended to be exhaustive.
EEO Statement
Abercrombie & Kent is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
