Key Account Manager - 12 month contract (Viator)

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.

Job Location: Hybrid. This role is a hybrid position that requires 2/3 days per week in our London Office.

Key Responsibilities:

• Strategic Partnership & Account Growth: Leads 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.
• Product Excellence & Optimization: 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.
• Commercial Leadership & Performance: 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.
• Partner Success & Cross-Functional Collaboration: 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: Analytical Mindset: 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.
• Relationship & Collaboration: 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 prioritise tasks effectively.

Foundational Experience:

• Required Years: 5+ years in B2B Account Management or Sales.
• Industry Experience (Plus): 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! We match qualifying charitable donations annually.
• Tuition assistance. Receive annual support for qualified programs.
• Lifestyle benefit. An annual benefit to spend on yourself.
• Travel perks. We provide discounts and more.
• Employee assistance program. We’re here for you with resources and programs to help you through life’s challenges.
• Health benefits. We offer great coverage and competitive premiums.
• Generous referral scheme. Help us grow and be rewarded with generous awards for referring successful candidates.

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.