Strategic Account Sales Manager – West Coast USA
We are LEGOLAND California Resort - the place where FUN is built and memories are made. Across our Resort we have two fantastic LEGO themed Hotels, a Water Park, a SEA LIFE Aquarium, more than 60 rides and attractions, 20 food and beverage locations, and 14 retail stores – the opportunities here are endless!
About the Role
Responsible for driving central trade sales revenue, volume and yield to budget by developing direct sales growth through a portfolio of strategic level trade accounts, driving marketing amplification across the business whilst securing economies of scale through shrewd negotiation.
Key Objectives & Responsibilities:
Strategic Develop sales strategies for key accounts delivering mutual sales and marketing benefits.
Direct ownership for up to 30 strategic accounts and the deliverables therein
Deliver central trade volume, revenue and yield to budget for agreed attractions/territory remit
Monitor and evaluate weekly, monthly and annual trade sales of their client portfolio.
Discuss and implement approved tactical sales activity to align accounts to budget expectations.
Develop and communicate an annual sales plan with each key account that demonstrates sales KPIs, marketing campaigns and market knowledge
Manage cost of sales and develop commercial efficiencies through effective pricing, commission and distribution negotiations
Develop new or innovative routes to market through existing clients
Support New Openings trade requirements through existing strategic partner negotiations
Report weekly sales activity to an agreed format on behalf of their strategic accounts to the Head of Sales, reflecting on particular wins and challenges and forecasting potential changes to deliverables.
Collate a monthly sales return based on supplied analytics focusing on key clients, markets and distribution routes.
Act as a conduit between the marketing function and the key clients ensuring all product and attraction information is delivered in an appropriate and timely way
Represent Merlin Entertainments with a professional image at all appropriate and approved trade shows and exhibitions demonstrating a thorough knowledge of product, negotiating with a keen commercial awareness
Represent Merlin Entertainments in any appropriate and approved industry or partner events
Deliver client product training and presentations to support third party knowledge and sales development
Act as Champion to support a cohesive two way relationship between and allocated attraction and the Trade function
Manage time well to reflect the nuances and regional requirements of the role are met whilst ensuring the role remains tenable.
Respond in a timely manner to all internal and external forms of correspondence
Manage personal expenditure, ensuring costs incurred and redeemed are reflective of the business driven and are in line with budget
Deliver consumer marketing amplification through partner activation focusing on core messages and distribution channels working to a pre-defined marketing budget and within agreed ROI parameters.
Collaborate with the Sales Support Execs to ensure Accesso merchandising is up to date and accurate
Skills, Experience & Qualifications:
Proven ability to consistently manage and develop sales growth at a minimum of key account level to an agreed budget
Have minimum 3+ years management in commercial sales of a mutli-national business
A strong commercial acumen and in depth ability to report with accuracy in business English
Proficient use of Excel to create and update reports and work with large data sets to draw insight from
Strong interpersonal skills and being able to adapt style to different environments
Be an excellent negotiator, communicator and influencer
Budgeting and financial management experience
Passionate and driven individual, who can demonstrate their enthusiasm for sales and people leadership
A proactive and creative approach to problem solving entrenched in data
Flexibility in adapting to fast-changing priorities and fast paced work environment
Strong organization skills, with the ability to multi-task and hit the ground running within a hands on role
You thrive on ownership and accountability – and have a proven track record of acting on your own initiative to deliver growth and change
Educated to Bachelors Degree or equivalent level
Tourism/ Leisure / entertainment experience.
A second language
This is a field based role to allow for location flexibility to suit business needs.
The deliverables are regional or global in nature; flexibility in working hours to meet relevant time zones is a key requirement. Time management is therefore an essential skill to ensure deliverables are met and working hours remain tenable. Generally operational days will be Monday to Friday with ad hoc requirements outside of this to meet business needs.
There will be critically relevant travel requirements within this role but these should be managed to a business essential only level to ensure costs are controlled effectively.
Alongside company paid holidays, you can also look forward to enjoying a great benefits package, free tickets to Merlin attractions globally and 30% discount in our retail shops and restaurants.
Everyone Matters at Merlin.
At Merlin we welcome the world to our magical attractions and resorts every day and we want to reflect that same multicultural mix inside our business too. We strive to create an inclusive and diverse workplace where people can be themselves, have the same opportunities and thrive together. Because at Merlin, everyone matters! Together, we work to create a workplace where everyone feels valued, no matter their age, race, gender, disability or sexual orientation. Although we understand that we'll always be learning and growing, we aim to be the most inclusive and flexible employer in our industry.
We want to ensure that everyone has the opportunity to perform their best at interview, so if you have additional requirements due to disability or ill health please get in contact with LLC.HumanResources@legoland.com.