Commercial/Account Manager

London (Central), London (Greater)
£28k - £30k plus Bonus program
12 Jun 2019
10 Jul 2019
Job function
Full Time
Contract Type

A commercially aware and performance driven individual who understands the process of contracts & negotiation and how it fits into the overall process of selecting to promoting hotels to the trade and consumer.


  • An understanding of B2B and B2C tour operating
  • Very competent with numbers and excel formulae
  • Strong understanding of significance and calculations of ADR
  • Ability to identify and negotiate commercial opportunities with tour operators
  • Knowledge or ability to study form of your competitor set
  • Highly organized in administration and good at relationship building.
  • Understanding of marketing and JMA negotiation
  • Ideal candidate will be from the commercial / contracting or product arena within tour operating

Job Role

In a market where rate is king, you will understand the impact that a minor tweak on rate can have to a season’s revenue.

  • You will focus on negotiating and building relationships with existing operators and constantly seek out new tour operator partners for a variety and cross section of products, to deliver the best ROI for our hotel clients and ensure best volume of business for operators.
  • Contract negotiating and contract checking on behalf of our clients (attention to detail and understanding of contract structures)
  • Ensure top tier operator staff from contracting to marketing and product are trained and familiar with the product.
  • Arrange decision maker fam trips / visits to properties and destinations.
  • Entertain tour operator partner decision makers
  • Negotiate  / agree brochure contributions, inclusion in operator programs.
  • Be involved in JMA negotiation and planning from a commercial standpoint and monitor ROI
  • Monitor sales performance and price benchmarking on a regular basis
  • Monitor agent sales performance via the rewards platform of each client, which is otherwise handled by the sales BDM of products.
  • Work closely with the marketing team to ensure that their output best matches the commercial and strategic objectives of the client.
  • Form working relationship with the clients, understanding and being sensitive to their specific needs and challenges, and devising commercial strategies that best address those needs.
  • Provide monthly summary reports of all sales activity, outcomes and future plans as well as general market intelligence for each client. (AMG has a central reports and contracts management tool which will greatly assist with this)
  • Reporting to the directors for all commercial activity and planning.

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