The Commercial Executive is the general “point of contact” for all enquiries from existing B2B Clients such as Tour Operators (TO). The Commercial Executive is responsible for ensuring the competitiveness and driving growth as well as profitability of the client in the destination of focus. The Commercial Executive coordinates the services of all DMC departments (Contracting, Data Control, Reservation, Operations and Customer Service, as well as Bookkeeping) and guarantees high quality of work of all departments to support the client’s performance.
About the role/Key Responsibilities :
Risk management & monitoring:
-Rate of Sales (ROS) – Monitoring the TO sales performance by assessing the booking trend and patterns of daily, weekly or monthly booking intake according to the remaining time until arrival.
-Flights and Seats Monitoring – Monitoring flight seats availability of the TO and ensure number of hotel beds match the flight seats still available.
-Support of TO aviation risk by proactively supplying TO with competitive and sufficient hotel content tailored to remaining flight seat capacities.
-Manage unforeseeable circumstances, such as flight seat cancellations resulting in hotel occupancy drops.
-Hotel Commitments and Guarantee Monitoring – Ascertain highest occupancy at highest possible yield of risk hotel content of the Tour Operator or the MP DMC.
Pricing strategy and yield management:
-Choosing and applying mark-ups and pricing schemes according to a pricing strategy aiming at highest volumes at highest yield.
-Relate gross margin percentage per sales invoice to income statement using the right yield to obtain the right revenue.
-Selling the right room to the right customer at the right time. Adjust and dynamically react to constantly changing competitor prices, customer preferences, budgets and demand levels.
Product development and market intelligence:
-Understand the landscape of Meeting Point’s major competition in the destination, their products and pricing strategies.
-Familiarize with the tourism infrastructure in the destination by understanding the touristic suppliers such as hotels, attractions and other leisure installations.
-Provide the TO with high quality products and packages that grant the client a competitive advantage by being the TO exclusively selling this product on the respective source markets as well as offering a good base of “me too” products. Support constant development of new products and keep up a diversified and high quality product portfolio according to clients’ needs.
-Familiarize yourself with the clients’ source markets in order to recognize trends and changes in consumer behavior.
-Understand Commercial Business Models such as: Flash Sales, Traditional Tour Operator, Last Minute, Online Bedbanks, Groups / MICE and Tailor-made.
-Understand the exchange rate that the TO is trading in fixed on their hedging rates.
-Understand the client’s position amongst competitors and their market position in terms of market share, product offering, pricing, technology and marketing.
-Understand the client’s IT system infrastructure and the respective capabilities in order to ensure bookable product that is loadable and sellable.
-Understand the dynamics and details about distribution of the client be it via traditional brick and mortar travel agencies, online, wholesalers or others.
Further client sales potential:
-Fulfil the role as the ambassador of the client in the destinations.
-Set budgets and sales targets for each client, update and report regular forecasts.
-Develop a strategy with assigned clients outlining clear quantitative and qualitative objectives.
-Set-up and constantly develop a product portfolio including hotel products and in-destination services that fit the client’s requirements.
-Ensure a highest rate of conversion of booking requests into fixed bookings by providing highest inventory availability and most competitive prices.
-Liaise with the operations department , transport coordinator, accounting team, and controlling, contracting as well as data management teams to ensure the flow of work and consistency of quality.
-In the absence of an accommodation contracting department, perform the duties of a hotel contractor.
Bachelor’s degree in Business, Sales, Economics or related fields.
1-2 years sales experience in a DMC, travel agency or tour operator.
Verbal and Written Communication skills.