Key Accounts
Key Accounts
Key Accounts
Case Study
| When medhotels.com (Thomas Cook's B2B Bed Bank) relocated to Switzerland I became responsible for the management of the key B2B accounts. In order to reboot the business and relaunch the brand I engaged along with my team with our largest key accounts including British Airways Holidays, Dnata, Love Holidays, On The Beach, Broadway Travel and Alpharooms. To best manage these account I did the following:
- To focus on commercial performance I allocated a member of my Commercial Management team to each of the key accounts. This allowed us to focus on tailored offers and really drive performance.
- To grow volume during key periods and drive support from front line staff I ran incentives including winning a place on an educational trip and a massive giveaway including a holiday to Dubai funded by supplier partners
- Regular calls would take place with the key account holders and a UK based account manager would visit them where possible
- I employed an Operations Support Manager to act as an escalation point for issues with key accounts and improve processes to ensure that we remained a bed bank of choice
We achieved growth through a number of these key accounts and overall managed to grow like for like sales by +10% year on year.
