Senior Account Manager – New Zealand

Overview

The Senior Account Manager is responsible for accelerating revenue growth by actively identifying, assessing, and converting both domestic and international group business prospects. Approximately 80% of efforts are devoted to group business, with the remaining 20% focused on travel management companies (TMC) and leisure wholesale sectors. This position requires cultivating strong client and partner relationships and working closely with sales and operations teams to turn leads into confirmed sales. Ideal candidates are goal-oriented, client-centric, and capable of managing multiple accounts efficiently in a dynamic environment.

Key Account Management Duties

• Serve as the main liaison for designated accounts, fostering durable relationships with clients, partners, and decision-makers.
• Conduct regular communications and structured reviews to grasp client needs, forecast opportunities, and adapt to shifting priorities.
• Promote the company's brand portfolio as preferred partners through consistent service excellence and product expertise.
• Drive sales growth by proactively uncovering and qualifying new business opportunities across group business and TMC/leisure wholesale markets.
• Recognize and pursue upselling and cross-selling possibilities to increase market share within existing accounts and segments.
• Generate promising leads via active prospecting, market engagement, sales outreach, and attendance at industry events.
• Implement tailored sales strategies and action plans that align with account goals and market priorities.
• Manage contract renewals and negotiate agreements to support client retention and sustainable account expansion.
• Address client concerns promptly and professionally, escalating issues to ensure resolution.
• Represent the company's brand with professionalism and stay informed on competitor activities and market trends to refine strategies.

Administrative Responsibilities

• Keep detailed, timely records of sales activities, client interactions, and pipeline updates using Salesforce CRM.
• Ensure CRM data, forecasts, and sales activity reports are accurate, current, and compliant with internal standards.
• Maintain an organized Outlook calendar that includes meetings, calls, events, and travel schedules.
• Manage expense reports and submit documentation within required deadlines.
• Participate actively and professionally in meetings and conference calls.
• Collaborate with internal teams to support account and business objectives.
• Adhere to company sales policies, standards, and governance.
• Exhibit flexibility by working non-standard hours and handling reasonable ad-hoc tasks as needed.

Analysis & Commercial Insight

• Analyze account activities and market performance to uncover growth opportunities and risks.
• Use Salesforce and internal tools to monitor pipeline health, trends, and results.
• Evaluate performance through revenue reporting and other commercial success metrics.
• Adjust account strategies based on insights, feedback, and evolving market conditions.
• Prepare and communicate detailed performance updates and recommendations to stakeholders.

Additional Requirements

• Maintain a professional and appropriate appearance for all client-facing interactions, ensuring the company's brand image is upheld.
• When traveling with team members, ensure personal vehicles reflect professionalism and cleanliness.
• Follow company policies regarding the use and care of issued equipment.
• Securely store sales materials and equipment to support field operations.
• Demonstrated experience working within the New Zealand market with established client relationships is essential.
• Capable of working independently in a self-driven role while reporting to a regional headquarters in Singapore.

Qualifications & Skills

• 3 to 5 years of experience in sales, account management, or business development within the hospitality or travel sectors.
• Preferably familiar with group bookings, TMCs, and leisure wholesale business models.
• Proven track record of generating and converting sales opportunities across diverse market segments.
• Strong negotiation, selling, and presentation skills with the ability to influence stakeholders at all levels.
• Expertise in building and sustaining professional relationships via face-to-face, email, video conferencing, and phone communications.
• Excellent English communication skills, both verbal and written, combined with a polished and professional demeanor.
• Self-motivated, enthusiastic, results-oriented with strong personal accountability.
• Solid analytical abilities to assess performance data and identify business growth potentials.
• Highly organized with effective administrative and multitasking skills.
• Proficient with Microsoft Outlook, Word, Excel, PowerPoint, Teams, WebEx, Zoom, and Salesforce CRM or equivalent.
• The remote nature of the role demands excellent self-management and autonomy.
• Flexible in working hours and ready to undertake additional responsibilities as needed.