B2B Sales Manager - Key Accounts

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Job Summary

The Key Accounts Manager is responsible for identifying, developing, and maintaining strong relationships with key clients in the MICE (Meetings, Incentives, Conferences, and Exhibitions), Corporate Travel, and Wedding segments. The role is focused on maximizing revenue through strategic account management, seamless event execution, and cross-functional collaboration within the hospitality ecosystem.

Key Responsibilities-

Client Relationship Management

• Build and nurture long-term relationships with key MICE, corporate, and wedding clients.
• Serve as the single point of contact for key accounts, ensuring prompt response and resolution of issues.
• Conduct regular account reviews to understand client needs, satisfaction, and opportunities for upselling.

Business Development

• Identify and acquire new key accounts in the corporate, MICE, and wedding segments.
• Attend networking events, trade fairs, and expos to generate leads and maintain industry presence.
• Work closely with the marketing team to create segment-specific sales strategies and campaigns.

Sales & Revenue Management

• Achieve sales targets through effective account planning, pipeline management, and closure.
• Negotiate corporate and event-based contracts, ensuring mutually beneficial terms.
• Monitor and analyze sales data to identify performance gaps and market trends.

Event Coordination (for MICE and Weddings)

• Coordinate with internal teams (F&B, operations, reservations, etc.) to ensure flawless execution of events.
• Conduct pre-event briefings and post-event reviews to ensure continuous improvement.
• Maintain a calendar of events and ensure timely updates to stakeholders.

Reporting & Documentation

• Maintain accurate records of client interactions, bookings, contracts, and follow-ups using CRM tools.
• Provide weekly/monthly reports to the department head with insights and forecasts.
• Track ROI for major accounts and events.

Cross-Functional Collaboration

• Liaise with reservations, operations, and marketing teams to ensure account needs are met.
• Collaborate with property GMs and on-ground teams for customized experiences and proposals.

Required Skills & Competencies

• Strong interpersonal and communication skills
• Negotiation and contract management
• Sales-driven mindset with a customer-first approach
• Detail-oriented with event planning and coordination experience
• Proficient in CRM tools, MS Office Suite
• Knowledge of hospitality service standards and operations

Qualifications & Experience

• Bachelor’s degree in Hospitality, Business Administration, or related field (MBA preferred)
• 3–5 years of experience in a similar role in the hospitality industry
• Proven track record in handling key accounts in MICE, Corporate, or Wedding segments