Club Med

Germany Indirect Sales and Meetings & Event Manager

Head of BTB

Purpose of the position

Develop Indirect and M&E channels’ BV and sales contribution

Embody Club Med Brand internally and externally

Co-lead and manage the overall German team, in collaboration with the head of BTC.

Missions

Mission 1 : Develop Indirect & M&E Sales in line with the upscale and segmentation strategy

Participate in the country’s Budget and Marketing & Sales plan and build the Indirect & M&E channel budget & sales plan
Put into place a segmentation strategy in line with the strategy, identify the existing and potential agencies (BV, location and potential growth)
Build and put into place a specific Indirect and M&E commercial action plan with selected agencies (Indirect) & clients (M&E): e.g Indirect :product training, incentives, special offers, eductours, co-marketing actions, trip organizations, etc…e.g. M&E : application of the corporate procedure, process M&E, trip organisation…
Recommend an annual promotional plan to support commercial strategy and business objectives
Monitor closely sales performances, and adjust the action plan accordingly
Ensure the Company’s strategy is understood by the agencies and that the client database is updated regularly and correctly.
Represent the Club Med brand and carry out relevant interviews in specific trade events.

Mission 2 : Monitor closely sales performances, and adjust the action plan accordingly

Track and follow-up the cashed-in BV in collaboration with the RAF
Monitor the budget and marketing costs in collaboration with the Customer Growth Marketing Manager

Mission 3 : Prospect new M&E clients and Indirect partners

Manage all commercial and contractual relations with the Indirect partners and M&E clients (negotiate contracts directly with the networks and supervise all contract signing)
Identify appropriate clients based on relevant segmentation strategy and take prospect clients on village sites (if needed)
Define, in accordance to the strategy of the BU and the Country appropriate levels of commission for Indirect partners
Build sustainable and successful relations with the agencies in order to achieve a fast reliable growth
Follow-up on final payments with Financial and Admin Manager and on customer satisfaction

Mission 4 : In a multichannel strategy work in partnership with all other department managers

Build a common action plan with the Call Centre (VIP line, incentives with agencies presentation, training…), CMB (common clients…) and Marketing (trade marketing…)
Help develop the B2B Sales skills of the call centre through various training programs
Collect and share information with all the management team of the market, the competition, industry information, clients and product.
Participate in the sales meeting: prepare sales analyses for the Indirect channel and recommend future actions and possible adjustments.

Mission 5 : Manage sales team and develop their competencies in line with HR processes

Develop team skills by identifying training needs, coaching and training team members
Lead annual assessments and co-build with HR a development plan in line with business strategy

Job offer – Club Med – Germany Indirect Sales and Meetings & Event Manager Head of BTB