Key Account Manager - Associations and Incentives - National Hospitality Group

A leading hospitality group is seeking a highly strategic, results-driven Key Account Manager specializing in the Associations and Incentives segments.

Based in Johannesburg, this corporate sales role is responsible for driving revenue growth, managing high-value portfolios, and securing lucrative group and event business. The successful candidate will foster long-term partnerships with professional conference organizers (PC

Os), association executives, incentive houses, and corporate travel buyers to maximize market share across our extensive national portfolio.

Key Responsibilities

Portfolio Management: Manage and grow a dedicated portfolio of association and incentive accounts, ensuring consistent revenue generation and relationship continuity.

New Business Acquisition: Proactively identify, prospect, and secure new business opportunities within the regional and international association and incentive sectors.

Strategic Client Engagement: Conduct regular face-to-face meetings, site inspections, and corporate presentations to position the group's properties as preferred destinations.

RFP & Proposal Management: Lead the submission of comprehensive Requests for Proposals (RF

Ps) and tailor bespoke bidding documents for large-scale conferences, congresses, and incentive trips.

Market Analysis: Monitor industry trends, competitor activities, and market shifts to identify emerging opportunities and adapt sales strategies accordingly.

Collaboration & Yield Optimization: Partner closely with General Managers, Revenue Managers, and property-level sales teams to optimize pricing strategies, maximize yield, and ensure seamless event execution.

Reporting: Maintain accurate pipeline tracking, account profiles, and sales activity logs within the central CRM platform, providing detailed monthly performance reports to executive leadership.

Qualifications and Experience

Education: A formal degree or diploma in Hospitality Management, Sales and Marketing, Commercial Business, or a related discipline is highly advantageous.

Experience: Minimum of 5 years of progressive sales experience within the hospitality or tourism sector, specifically tracking a proven record of success in the Associations and Incentives segments.

Network: Established, active network of contacts among South African PC

Os, international association boards, and top-tier incentive travel agencies.

Systems: Proficiency in property management systems (PMS) and industry-standard CRM software.

Core Competencies

Commercial Acumen: Strong negotiation and contract-closing skills with a sharp focus on profitability and revenue targets.

Communication: Exceptional verbal and written communication skills, capable of presenting confidently to C-suite executives and committee boards.

Autonomy: Self-motivated and capable of working independently in a fast-paced environment while managing multiple high-priority accounts simultaneously.

Travel Flexibility: Willingness to travel regionally and nationally for client engagements, trade shows, and property showcases as required.