Key Account Manager (Viator) New London, UK

About Tripadvisor

The Tripadvisor Group connects people to experiences worth sharing, and aims to be the world’s most trusted source for travel and experiences. We leverage our brands, technology, and capabilities to connect our global audience with partners through rich content, travel guidance, and two-sided marketplaces for experiences, accommodations, restaurants, and other travel categories.

Viator, a Tripadvisor company, is the leading marketplace for travel experiences. We believe that making memories is what travel is all about. And with 300,000+ travel experiences to explore—everything from simple tours to extreme adventures (and all the niche, interesting stuff in between)—memories that will last a lifetime has never been easier.

We are seeking a driven and high-performing Key Account Manager who will be responsible for the health and quality of the Viator product offering within their designated portfolio of high value accounts across various destinations. The Key Account Manager will have a deep understanding of trends, opportunities, and challenges within their accounts and work to optimize Viator’s product offering to best match the consumer demand in terms of product variety, pricing, and availability.

You are a brand ambassador that will focus on a select number of high valued accounts to ensure continued optimization and growth. You will be responsible for meeting/exceeding key performance indicators and maintaining/improving the overall commercial health of your accounts. In this role you will be working with both internal and external stakeholders to align on necessary product offerings in your set of accounts, carrying out critically important tasks to maintain and grow our competitive advantage and continually improve Viator’s catalogue of experiences.

Key Responsibilities

• Lead as the primary point of contact for high-value global accounts, forging and maintaining deep, strategic relationships.
• Diagnose and proactively address unique business opportunities, identifying scalable solutions to deliver results.
• Develop and execute account strategies that are directly tied to business objectives and measurable growth.
• Elevate and maintain a best-in-class product portfolio for the assigned accounts to maximize traveller appeal.
• Ensure product quality, availability, and optimal pricing, directly aligning the offering with evolving traveller and market demand.
• Leverage knowledge of the online travel industry to serve as a trusted expert and deliver actionable insights to partners.
• Negotiate favorable commercial terms that protect and maximise Viator's profitability.
• Proactively monitor and analyse key performance metrics, taking swift corrective actions to maintain and improve the overall commercial health of accounts.
• Provide regular, concise performance reports and strategic updates to senior management on account status, growth forecasts, and potential business risks.
• Champion rapid issue resolution by collaborating seamlessly with the internal team of Destination Specialists and Support Teams to ensure an exceptional level of partner satisfaction.
• Maintain a competitive edge by continuously monitoring industry trends, competitor strategies, and shifts in customer preferences to inform partner guidance.

Key Skills and Experience

• Commercial & Results Focus: Entrepreneurial & Commercially Driven, growth focused, never settle.
• Execution & Urgency: Demonstrated ability to grow accounts with a focus on delivering results and swift execution, paired with a strong sense of urgency in a dynamic environment.
• Negotiation: Highly skilled in securing favorable terms and maintaining relationships.
• Account Growth: Passionate about achieving success and excellence.
• Analytical & Technical Acumen: Possesses a strong analytical mindset and advanced data analysis abilities.
• Technical Background: Strong technical background to support data-driven decisions.
• Industry Knowledge: Good understanding of the online travel landscape.
• Internal Networking: Highly skilled in leveraging professional connections, demonstrating resourcefulness and the ability to effectively use internal networks and available tools.
• Communication: Excellent communication and interpersonal skills, able to build rapport with both clients and internal teams.
• Teamwork & Independence: Embraces new ideas and works well in teams while also having the ability to work independently and prioritize tasks effectively.

Foundational Experience Required

• 5+ years in B2B Account Management or Sales.
• Online Travel Agency, operator, or travel experience is a significant plus.

What We Offer

• Competitive compensation packages, including base salary and annual bonuses.
• “Work your way” with flexibility to suit your lifestyle.
• Flexible schedule. Work-life balance is ingrained in our culture by design.
• Donation matching. Give back? Give more!
• Tuition assistance. Receive annual support for qualified programs.
• Lifestyle benefit. An annual benefit to spend on yourself.
• Travel perks. Discounts and more.
• Employee assistance program. Resources and programs to help you through life’s challenges.
• Health benefits. Great coverage and competitive premiums.
• Generous referral scheme. Help us grow and be rewarded with generous awards for referring successful candidates.

We exist to create value for our customer, the traveler. We enable our suppliers and partners to unlock this value. Their collective behaviours and insights are what drives us. Execution is our edge. We act fast, experiment, learn from failure, iterate, and improve the solutions of tomorrow across every aspect of our business. Our execution is agile, data-driven, prioritised, and built to scale. We assume no problem is someone else’s problem and finish what can be done today, knowing tomorrow will bring fresh challenges. We succeed together. The best outcomes are driven by empathic, humble, and diverse subject matter experts working toward shared goals. We collaborate relentlessly, challenge assumptions, give actionable feedback, and set each other up for success through empowered teams with a clear charter. We transparently take ownership of our growth, individually and as a team. We celebrate the quality of our effort, our learnings, and our collective achievements.

We strive to create an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or the recruiting process, please make sure to reach out to your individual recruiter or our team at AccessibleRecruiting@tripadvisor.com. If you have any additional questions about careers at Tripadvisor you can email us at recruitment@tripadvisor.com.