Business Development Manager

About Club Med

Inventor of the all-inclusive holiday’s concept 74 years ago, Club Med is present in 40 countries with 80 resorts worldwide. Thanks to the professionalism & constant friendly availability of its unique 20,000 GOs of 100 different nationalities, Club Med is today the only worldwide brand that offers all-inclusive premium and multicultural vacations for families and couples.

Purpose:

Develop meeting & events (M&E) sales contribution to the commercial PnL, with a stronger focus on group sizes from 100 onwards.

Responsibilities and Tasks:

• Implement and adjust Club Med Meetings & Events (M&E) commercial plan in line with overall market commercial strategy
• Business development through prospection of new clients and key account and travel agent management
• Manage commercial and contractual relations with clients
• Manage sales team and develop their competencies in line with Club Med Processes
• Be co-responsible for the Malaysia Group Sales BV and sales contribution budget set-up & achievement
• Be responsible for business development and marketing initiatives

Mission 1 : Define, implement and adjust Club Med Meetings & Events commercial plan in line with the upscale strategy & with segmentation strategy

• Build efficient commercial action plan: product training, incentives, special offers, Family in line with the segmentation, co-marketing actions
• Run strategic analysis to contribute to the definition of M&E country strategic plan (product, client priorities, roles of distribution channels)
• Build and monitor M&E pipeline with a strong focus on groups of sizes above 150 persons
• Provide and analyse monthly financial reporting and forecast
• Work with DOS on managing the M&E marketing plan and budget

Mission 2 : Business development through prospection of new clients and key account management

• Identify appropriate clients based on a relevant segmentation strategy in line with Revenue management pricing proposals
• Manage the portfolio of customers and proposals with efficiency and conversion as KPI
• Take prospects and clients to Resorts / site inspection when needed
• Participate in MICE events if relevant to enhance visibility and query volume

Mission 3 : Manage commercial and contractual relations with clients

• Elaborate contracts according to local laws and sales conditions
• Negotiate commission levels with agents in line with commercial strategy
• Ensure the full payment of clients and end of month closing in line with Finance Dept requirements and regulations
• Manage customer expectations and complaints through resort & Revenue management coordination

Mission 4: Manage sales team and develop their competencies in line with Club Med Processes

• Structure and put into place a training program for new and existing staff on tools, as well as other sales-required soft skills
• Lead annual assessments, as well as recommendations for promotions and Key Talent nomination
• Ensure brand premiumisation of team members such as product knowledge, customer service, brand image and appearance, etc
• Develop team skills by identifying training needs, coaching and training team members

Requirements:

• Diploma or Degree in Hospitality Management/Business Administration or equivalent
• Minimum 5 years’ experience in managing hotel group sales and dealing with corporate clients, national and regional sales experience is preferred
• Possess strong knowledge in sales development strategies, M&E market scope and policies, strong MICE network in the Malaysia market
• Possess strong Team management & Leadership skills, ability to act in line with the Group and BU strategy, anticipating, client oriented, argumentative skills, organisation skills.
• Proficient in Microsoft Word, Excel, Powerpoint
• Knowledge of sales applications like Salesforce, Selligent, OSCAR etc. will be plus
• Strong Proficiency in English
• Target oriented team player with strong adaptability to a fast-paced environment