Key Account Manager
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Key skills for this role
About the Role
Role Summary Soneva is seeking a highly commercial, relationship-driven Key Account Manager to lead the management and development of our most strategic global accounts.
Key Skills for This Role
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Role Summary
Soneva is seeking a highly commercial, relationship-driven Key Account Manager to lead the management and development of our most strategic global accounts.
This role is responsible for overseeing a portfolio of key global partners, ensuring that commercial agreements, joint marketing initiatives, incentive structures, and distribution opportunities are optimized to drive revenue growth and strengthen long-term partnerships.
The successful candidate will act as the point of contact for major global accounts, maintaining strong relationships while identifying new opportunities to enhance performance, increase market share, and maximize revenue across the Soneva portfolio.
Strategic Account Management
- Manage and develop relationships with Soneva's key global accounts
- Serve as the primary commercial contact for assigned accounts, ensuring regular engagement and high levels of partner satisfaction.
- Conduct business reviews with key partners to evaluate performance, identify opportunities, and develop growth strategies.
Commercial Contracting & Partnership Development
- Negotiate, implement, and manage annual commercial agreements, including contract terms, preferred partner agreements, and production commitments.
- Develop and oversee joint marketing agreements and cooperative marketing plans with strategic partners.
- Design and manage incentive structures, campaigns, and tactical promotions that support revenue objectives and partner engagement.
- Ensure all contractual obligations and commercial commitments are delivered effectively by both parties.
Revenue Growth & Performance Management
- Monitor account performance against agreed targets, KPIs, and revenue objectives.
- Analyze production trends, booking patterns, and market opportunities to recommend actions that drive incremental business.
- Prepare regular performance reports and presentations for internal stakeholders.
- Work closely with Revenue Management and Commercial teams to identify opportunities for growth and optimize account contribution.
Distribution & Integration Management
- Evaluate and support direct integration opportunities with strategic partners to improve connectivity, efficiency, and booking conversion.
- Collaborate with Distribution, Revenue Management, and Technology teams to assess and implement integration projects.
- Monitor integration performance and identify opportunities for further enhancement.
Rates, Offers & Content Management
- Ensure contracted rates, promotions, and special offers are accurately loaded and maintained across all relevant channels and partner platforms.
- Work closely with Revenue Management and Distribution teams to ensure rate integrity and commercial accuracy.
- Proactively identify and resolve discrepancies affecting partner bookings or revenue generation.
Communication & Campaign Execution
- Ensure timely and effective communication of product updates, commercial initiatives, campaigns, offers, and operational changes to all key accounts.
- Coordinate partner-facing communications and training to maximize awareness and engagement.
- Collaborate with Marketing teams to execute global and regional campaigns aligned with account objectives.
- Ensure partners are equipped with the latest sales tools, content, and destination information.
Cross-Functional Collaboration
- Work closely with Sales, Marketing, Revenue Management, Reservations, Distribution, and Operations teams to deliver a seamless partner experience.
- Act as the voice of key accounts internally, providing market intelligence and feedback to support business decisions.
- Support strategic projects that contribute to commercial growth and partner success.
Qualifications & Experience
- Bachelor's degree in Business, Hospitality Management, Marketing, or a related field.
- Minimum 5–7 years of experience in luxury hospitality sales, account management, business development, or distribution.
- Proven experience managing global key accounts and strategic partnerships within the luxury travel industry.
- Strong understanding of hotel distribution, revenue management, and luxury travel networks.
- Experience negotiating commercial agreements and managing cooperative marketing programs.
- Strong analytical skills with the ability to interpret performance data and develop actionable strategies.
- Excellent communication, presentation, and relationship-management skills.
- Ability to work effectively across multiple markets and cultures.
- Willingness to travel internationally as required.
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