Key Accounts Manager

ICAP Executive Search & Selection, is one of the premium consultancies and part of ICAP People & Employment Solutions, the largest HR Services Provider in Greece and Cyprus. With more than 50 years of experience, we specialize in assessing and recruiting Senior to Middle Level Executives across all sectors.

On behalf of our client, a Premier organization in the Greek market, extending its reach to the US, we are seeking a commercially driven and relationship-focused Key Accounts Manager to take ownership of our partnerships with Greece-based DMCs and select global Tour Operators.

Reporting directly to the VP of Business Development, this role is at the forefront of expanding our global footprint and ensuring top-tier service delivery through our trade channel.

Key Accounts Manager (5935/KAM/ESS/GR)

Key Responsibilities:

• Manage key accounts (DMCs & TOs), driving revenue and growth.
• Drive revenue growth across the DMC and Global TO channel.
• Evaluate, contract, and manage partners within set budgets.
• Oversee partner performance, ensuring booking targets and KPIs are met; take corrective action as needed.
• Develop tailored sales plans, including targets, commissions, overrides, and co-op marketing agreements.
• Identify and develop opportunities to enhance market share and brand visibility.
• Monitor and report on partner progress; provide ongoing performance feedback.
• Lead DMC contract negotiations and coordinate agreement development with Legal and VP approval.
• Collaborate on co-op marketing plans with Trade Marketing.
• Lead business planning and sales reporting efforts.
• Forecast and manage annual marketing budget spend; handle monthly invoicing.
• Represent the Company in trade events, fam trips, and onboard functions.
• Attend key partner events and represent the company at relevant trade shows and conferences.
• Host webinars and virtual sessions as needed.
• Submit annual business plans analyzing sales, ROI, challenges, and strategies.
• Prepare and deliver monthly performance and budget reports.

Απαραίτητα Προσόντα:

Candidate Profile:

• Bachelor’s degree in business or related field.
• 5+ years in sales within the travel ecosystem (cruise, TO, DMC, or hospitality).
• Proven experience in sales team management and commercial negotiations.
• Strong network and existing relationships with DMCs, TOs, and travel advisors.
• Deep knowledge of key destinations, especially Greece, Eastern Med, and Gulf (preferred).
• Track record of driving results and increasing brand visibility.
• Strategic thinker with a hands-on, self-driven approach.
• Able to work independently, manage multiple priorities, and thrive in fast-paced settings.
• Strong problem-solving and decision-making skills; tactful in managing challenges.
• Maintains professionalism under pressure; aligns with company policies.
• Tech-savvy: proficient in MS Office; Salesforce and Seaware experience is a plus.
• Strong communicator and presenter; fluent in English (other languages a plus).
• Willingness to travel domestically and internationally (up to 25%).

Internal Interactions:

• Commercial Leadership Team
• Business Development Teams (internationally)
• Marketing
• Strategy, Reporting & CRM Team
• Accounting & Finance
• IT Department
• Reservations & Passenger Services
• Hotel Operations
• Travel Services
• Group Desk

External interactions:

• DMCs
• Tour Operators

Παροχές: