Job Role: New Business Account Manager Reporting to ... - Key Travel

Job Role:
Reporting to:
Office:
Contract:
New Business Account Manager
Customer Services Director
London
Permanent
THE COMPANY
Established in 1980, Key Travel is a Travel Management Company specialising in the not-for-profit sector. Our
clients are charities, religious organisations and public sector organisations such as Universities.
Key Travel is an open organisation which would welcome a driven, target-led new business salesperson with the
dedication to build a new business pipeline in line with our overall business objectives.
SCOPE
Reporting to the Customer Services Director the Account Manager works as part of a team of Account Managers
in a combination of field-based and office-based activities, to develop customer relationships and to win new
large customers on behalf of Key Travel. Typically these customers will have a potential revenue to Key Travel of
£150k to £2m per annum.
Measures:
Account Managers are managed, targeted and measured via a Personal Sales Plan which is agreed at the
beginning of the period. This typically includes targets for revenue, activity, size and quality of pipeline,
conversion ratios and appropriate financial targets.
JOB TASKS
New Business Sales
• The Account Manager will systematically work through a list of target or prospect accounts and contact them
at a senior level to discuss their travel needs
• Research the target accounts and develop propositions to align with the organisation’s potential travel
requirements
• Present the Key Travel proposition to and gain commitment to trialling or using Key Travel
• Produce high quality written responses to new bids and tenders, tailoring the response to ensure that Key
Travel has a high new business win rate
• Research the market, creatively identifying potential new business opportunities for Key Travel

• Account Managers are able to communicate and empathise with the board, directors and managers of notfor-profit
organisations across the UK. Account Managers should understand how a not-for-profit
organisation operates and its key business drivers.
• Accurately record all sales activities using Key Travel’s customer relationship management solution
• Work to an agreed activity target, recorded weekly, measured monthly and reviewed quarterly - driven by a
Personal Sales Plan
• Plan and prioritise daily sales activity based on wider Personal Sales Plan
• Show good discipline in relation to follow-up procedures
• Manage client correspondence in a timely and error-free way
Personal Development
• Stay up-to-date on Key Travel products and services, market / industry and customer developments
• Share knowledge and best practice ideas with the wider team
Other duties
• Willing to conduct and manage multiple projects and priorities
• Provide assistance to other staff as necessary and appropriate
• Support the Sales Director in any additional tasks
SKILLS AND EXPERIENCE
Experience
Skills
• The candidate must be able to demonstrate a track record of success winning new customers from a zero
base.
• Experience and proven success in face to face, new business selling of business to business/commercial
clients at a high level consistency is essential.
• Experience of targeting and selling at Senior Executive/Director level
• Experience of leading the creation of tender documents and evidence of winning large new business
accounts
• Experience of working in the travel industry is desirable but not essential
• Good organisational and time management skills with an ability to prioritise workload
• Articulate with a proven interpersonal relationship and communication skills (written, oral and
presentation)
• Excellent questioning skills
• Excellent written skills

PERSONAL CHARCTERISTICS
• Self motivated and ambitious with a strong work ethic
• Takes responsibility for own development
• Able to work in a high-pressure environment and meet stretching targets
• High attention to detail whilst meeting quality and productivity goals
• Strong commercial acumen and target driven
• Able to drive business growth via a realistic understanding of customer needs
• Willingness and ‘stomach’ for personal lead-generation
• Flexible approach to work
• Strong team player
• Able to commute to/work from the Kings Cross office, when not visiting clients
To apply for this vacancy please send an up-to-date CV and covering letter to hr@keytravel.com by 19 th August
2009.