战略 国家客户经理
Strategic National Account Manager
战略国家客户经理（SNAM）负责管理并拓展Tauck在北美最重要的代理合作伙伴关系。该职位是高价值战略客户的首要联系人，包括主办代理、联盟关联合作伙伴、共同推动大量游客和未来增长机会的大型全国性旅行社。
战略国家客户经理制定并执行客户增长策略，加强高管层面的合作关系，扩大顾问参与度，并在Tauck的产品和品牌组合中发现新的收入机会。与业务发展经理（BDM）、贸易营销与教育、团体销售和销售领导紧密合作，SNAM确保战略合作伙伴获得一致且高价值的体验，同时实现游客数量、收入、顾问激活率和市场份额的可衡量增长。
主要职责
战略客户管理
- 管理约15–20个战略国家客户组合。
- 为每个分配的客户制定年度商业计划和增长策略。
- 与高管层、代理管理层和利益相关者以及关键影响者建立并维护关系。
- 与战略合作伙伴定期进行业务审查和绩效讨论。
- 识别提高游客产量、顾问参与度和市场份额的机会。
游客增长
- 在分配的客户中实现年度游客增长目标。
- 推动首次旅行者（FTT）、回头客和新兴产品类别的增长。
- 识别扩大Tauck在代理网络和顾问群体中的存在机会。
- 利用账户分析、绩效数据和市场趋势来指导增长策略。
顾问参与、培训与激活
- 与指定的业务发展经理合作，制定并执行分配的战略客户中的顾问参与、培训和激活策略。
- 领导顾问获取计划、教育项目和合作伙伴活动，旨在提高顾问的知识、信心和销售表现。
- 指导旅行顾问了解Tauck的产品、销售策略和最佳实践，帮助他们拓展业务并增加预订量。
- 提高顾问参与Tauck培训项目和持续教育的参与度。
查看英文原文
The Strategic National Account Manager (SNAM) is responsible for managing and growing Tauck’s most important agency partnerships across North America. This role serves as the primary relationship owner for a portfolio of high-value strategic accounts, including host agencies, consortia-affiliated partners, large national travel agencies that collectively drive significant passenger volume and future growth opportunities.
The Strategic National Account Manager develops and executes account growth strategies, strengthens executive-level partnerships, expands advisor engagement, and identifies new revenue opportunities across Tauck’s portfolio of products and brands. Working closely with Business Development Managers (BDMs), Trade Marketing & Education, Groups Sales, and Sales Leadership, the SNAM ensures that strategic partners receive a consistent, high-value experience while delivering measurable growth in passengers, revenue, advisor activation, and market share.
Key Responsibilities
Strategic Account Management
- Own and manage a portfolio of approximately 15–20 strategic national accounts.
- Develop annual business plans and growth strategies for each assigned account.
- Build and maintain relationships with executive leadership, agency management and stakeholders, and key influencers.
- Conduct regular business reviews and performance discussions with strategic partners.
- Identify opportunities to increase passenger production, advisor participation, and market share.
Passenger Growth
- Deliver annual passenger growth targets across assigned accounts.
- Drive growth in First Time Travelers (FTT), repeat guests, and emerging product categories.
- Identify opportunities to expand Tauck’s presence within agency networks and advisor communities.
- Leverage account analytics, performance data, and market trends to inform growth strategies.
Advisor Engagement, Training & Activation
- Partner with assigned Business Development Managers to develop and execute advisor engagement, training, and activation strategies across assigned strategic accounts.
- Lead advisor acquisition initiatives, educational programs and partner events designed to increase advisor knowledge, confidence, and sales performance.
- Coach, educate, and guide travel advisors on Tauck's products, sales strategies, and best practices to help them grow their business and convert more bookings.
- Increase advisor participation in Tauck training programs and ongoing educational opportunities to drive advisor activation and long-term engagement.
- Ensure advisors have access to the tools, resources, marketing support, and business insights needed to successfully sell and advocate for Tauck.
Partnership Development
- Serve as the primary liaison between Tauck and strategic agency partners.
- Negotiate participation in preferred supplier programs, marketing opportunities, and growth initiatives.
- Collaborate with Sales Leadership on strategic partnership opportunities and contract discussions.
- Identify and pursue new national partnership opportunities that support long-term growth objectives.
Cross-Functional Leadership
- Collaborate with Trade Marketing, Groups Sales, Reservations, Operations, and Sales Operations teams to support partner success.
- Advocate for partner needs internally and coordinate resources to address opportunities and challenges.
- Share market intelligence, competitive insights, and partner feedback with leadership.
- Support company initiatives related to advisor acquisition, product launches, and strategic growth priorities.
Qualifications
- 10+ years of travel industry sales, account management, or business development experience.
- Proven success managing strategic partnership relationships.
- Demonstrated ability to grow passenger volume and account engagement.
- Experience conducting executive-level business reviews and presentations.
- Strong understanding of the travel advisor distribution channel.
- Familiarity with partner marketing strategies, including the ability to evaluate performance, analyze results, and measure return on investment to inform future initiatives.
- Willingness and ability to travel extensively.
Originally posted on Himalayas