POSITION PURPOSE
The Market Lead for Australia will head the Australian market operations, encompassing both business development and client management responsibilities. This role is pivotal in driving business growth and strengthening client relationships within the Australian territory. The Market Lead will focus on maximizing revenue through strategic partnerships, enhancing customer experience, and ensuring operational excellence.
JOB SPECIFICATIONS
- Lead all business development activities in Australia and New Zealand, including identifying new market opportunities and strategic partnerships. These are to span all business pillars, from DMC to jets. And all business types from OTAs, Tour Operators, Cruise lines and MICE opportunities.
- Develop and implement effective sales strategies to secure new clients and expand market presence.
- Maintain and strengthen relationships with existing partners, facilitating upselling and cross-selling initiatives to boost revenue.
- Coordinate and lead promotional activities, including digital campaigns, trade shows, and client engagement events.
- Collaborate with global sales and marketing teams to align strategies and enhance brand presence in the Australian market.
- Sourcing new sales markets and sales channels
- Switch sell agents from competitor DMC to Vivu Journeys
- Liaise with all local office Country Managers, sales teams and business development support to share learnings and feedback on the markets & opportunities
- Planning schedules and attending trade shows
- Create Market Plan, per annum, focused on growth and new opportunities
- Establish productive, professional relationships with key personnel
- Be solutions based – Develop and maintain long term multilevel relationships in order to improve opportunities for account development – from CEOs to reservations
- Prepare reviews of program for clients and recommendations to clients on strategic direction
- Ensure customer satisfaction and growth in line with company budget
- Regularly meet with partners to discuss performance and identify areas for growth.
- High level Company, product & market knowledge as well as industry issued and current affairs.
- Be involved in creating / negotiating and overseeing contracts ensuring we are delivering across all levels (Res, Ops, pricing, product, commercial)
- Understand clients’ demands and needs, therefore ensuring the clients needs are met, to meet or beat expected revenue levels
- In charge of Hubspot with all data entry and progress
- Understanding of commercial structure & drivers of client
- Ability to provide sound consultation and business solutions for clients based on their current and future needs.
- Understanding of terms and conditions of contracts and the associated tangible and in- tangible costs &/or benefits
- Overlook all enquiries for the first three months to monitor results and turnaround time
- Constant feedback to the reservation team leader and reservations teams, as a feedback loop to continually drive and increase performance
- Actively suggest ideas to reservations to aid in boosting enquiry
- Ensure payments are made on time according to Terms & Conditions set with partners initially
- Analyze results per partner, identifying areas of growth
- Aim to collect cash early from customers, minimizing credit lines where possible
- Ensure you maintain up to date with product knowledge and understand the TMG ecosystem and future developments.
- Ask as well as participate in any trainings or upskilling recommended by Group Head of Commercial or you feel relevant to your role.
QUALIFICATION & EXPERIENCE
- Minimum bachelor’s degree or equivalent working experience
- Minimum 5 years’ sales experience
- Proven track record of being able to identify, qualify and onboard new partnerships that deliver strong results
- Fluent in written and spoken English
- Ability to lead across a variety of cultures
- Proven track record in growing accounts and customer retention
SKILLS & ATTRIBUTES
- Personally aligned with TMG values and philosophies
- Self-motivated, independent with strong interpersonal skills and a real hunger for success
- Commercial mindset and strong communication skills, able to communicate across all levels of differing businesses
- Customer centric with a focus on delivering an excellent customer experience
- Solid collaboration skills
- A very strong negotiator and problem solver
- High attention to detail & strong time/priority management skills
- Strong presentation skills across cultures
- Ability to travel as and when the role requires, and to work flexibly outside regular office hours as and when required
