Meetings, Incentives, Conferences & Exhibitions (MICE) Account Manager

Position Summary

The MICE Account Manager is responsible for generating business for the DMC by promoting DMC services within the MICE community. This position will manage the sales process from lead generation to contract fulfillment including designing, planning, pricing and executing events & itineraries by identifying potential clients, negotiating contracts, coordinating with venues, and ensuring seamless event execution to meet client needs and achieve sales targets; essentially acting as the primary point of contact for all aspects of a MICE event or journey.

This position will help build the foundation of the MICE department within the DMC.

Responsibilities and Accountabilities

• Client Acquisition and Relationship Building:
• Identify potential clients with MICE event needs.
• Build strong relationships with key decision-makers within client organizations.
• Conduct needs analysis to understand client objectives, budget, and event requirements.
• Proposal Development and Sales Cycle Management:
• Design customized MICE packages including venue selection, accommodation, catering, activities, and transportation.
• Prepare detailed proposals with pricing and event logistics, presenting them to clients effectively.
• Negotiate contracts and terms with clients to secure business.
• Manage the sales pipeline, tracking leads and opportunities through the sales cycle.

Event Planning and Coordination:

• Conduct site inspections at potential venues to assess suitability for client needs.
• Oversee event logistics including sourcing staffing, transportation, registration, speaker management, catering, and entertainment.
• Monitor event execution to ensure quality standards are met and address any issues arising.
• Collaborate with internal teams (cruise, product, operations, sales, marketing) to execute event plans where applicable.

Account Management and Client Retention:

• Regularly communicate with clients to understand their satisfaction levels and address any concerns.
• Identify opportunities for cross-selling between other USA/Canada dmc services (FIT, Cruise) and AKTG sales streams and upselling additional MICE services.
• Implement strategies to retain existing clients and foster long-term partnerships.
• Conduct training & sales sessions and showcase DMC MICE presentations.

Skills and Abilities

• Established contacts in Global or North American event or corporate travel companies (Maritz, BCD etc) and DMC network partners (GDP, GDA etc)
• Energetic, passionate, go getter, self-starter.
• Ability to use, showcase & embellish some of the established & unique brand qualities of AK for a MICE clientele.
• Strong sales and negotiation skills with a keen motivation to acquire & expand client roster.
• Excellent communication and interpersonal abilities
• Fluent in English (other languages an advantage)
• In-depth knowledge of the MICE industry, including market trends & competitor landscape
• Knowledgeable in North American MICE product range & key destinations especially relevant to luxury
• Experience with small/medium event planning and logistics
• Proficiency in CRM systems and sales tools
• Familiarity with the latest trends in incentive programs, team-building activities, and destination experiences

Education and Experience

• Experience: Minimum of three years in a similar role, with a proven track record of exceeding sales goals
• Bachelor’s Degree in a business discipline preferred and/or equivalent related industry experience.

Special requirements

• Involves Travel
• Represent the DMC at relevant tradeshows
• Be on site for functions and fam trips where

A&K offers a large portfolio of competitive benefits to all eligible, fulltime employees including an employee bonus plan. Some benefits are provided at no cost to the employee, such as group life insurance, short-term and long-term disability, and travel discounts through use of an IATAN Travel Professional card. Other elective benefits include medical, dental, and vision insurance, supplemental life insurance, pre-tax healthcare and dependent FSAs, and a 401(k) plan with generous company match.