Strategic Accounts Manager

Member First is seeking a strategic, results-driven Strategic Account Manager to accelerate growth by building strong partnerships exclusively with AAA travel advisors and branch leadership across an assigned territory. As the face of the Member First brand, this role develops and executes territory and account strategies, increases advisor engagement and product adoption, and turns market opportunities into measurable revenue growth.

This is a highly visible field-based position with a strong emphasis on frequent in-person visits to AAA branches. The ideal candidate combines strategic thinking, disciplined execution, consultative selling, and a passion for helping AAA travel advisors grow their businesses through Member First products, service, training, and support. Territory coverage is: Northern California, Oregon, Washington, Montana, Idaho, North Nevada, Utah, Wyoming and Alaska.

Key Responsibilities

Territory Strategy and Business Growth

• Develop and execute territory strategy. Create a data-informed growth plan that segments AAA clubs, branches, and advisors by opportunity and establishes clear priorities, goals, timelines, and actions.
• Drive profitable revenue growth. Own assigned sales, adoption, activation, retention, and engagement objectives, translating opportunities into targeted business plans and measurable results.
• Build account-level growth plans. Partner with AAA branch and sales leaders to establish goals, identify barriers, and execute customized strategies, campaigns, promotions, and follow-up plans.
• Expand advisor production. Engage top-producing, emerging, new, lapsed, and high-potential AAA travel advisors to increase Member First consideration, conversion, repeat business, and share of wallet.
• Use market intelligence strategically. Monitor booking trends, competitor activity, advisor feedback, and travel-market shifts; convert insights into recommendations for leadership and action within the territory.

AAA Branch and Advisor Engagement

• Maintain a strong in-market presence. Spend significant time visiting AAA branches in person to build trusted relationships, understand local business needs, coach advisors, and identify opportunities for growth.
• Serve as the Member First brand ambassador. Represent the brand consistently and professionally across AAA branches, meetings, conferences, events, and educational programs.
• Lead consultative business conversations. Conduct branch visits, advisor consultations, business reviews, and opportunity-planning sessions that connect advisor and member needs with the Member First portfolio.
• Deliver targeted education. Lead engaging in-person and virtual training, onboarding, office hours, webinars, and sales activations that strengthen advisor confidence and selling capability.
• Create sustained engagement. Maintain a proactive contact and follow-up cadence with branch leaders and advisors, ensuring commitments are completed and opportunities continue to advance.
• Provide solution-focused support. Coordinate with internal teams to resolve issues, improve the advisor experience, and strengthen long-term trust and loyalty.

Execution, Insights, and Collaborat ion

• Manage performance through data. Use reporting, analytics, and AI-enabled tools to track activity, evaluate results, identify gaps, and redirect efforts toward the highest-value opportunities.
• Maintain disciplined execution. Document branch visits, advisor interactions, action plans, pipeline activity, and outcomes accurately and on time.
• Lead advisor experiences. Plan, coordinate, and host events, trade shows, branch activations, and domestic or international educational journeys aligned with development and revenue goals, including purposeful post-event follow-up.
• Collaborate across the organization. Work closely with Sales, Marketing, Product, Training, Operations, Reservations, and Customer Experience teams to deliver account priorities and broader Member First objectives.
• Support evolving business priorities. Contribute to special initiatives, cross-territory coverage, and other responsibilities as assigned.

Success Measures

Success will be measured through a balanced set of growth, engagement, and execution indicators, including:

• Revenue performance and progress against assigned territory objectives
• Quality and execution of territory and AAA branch growth strategies
• Advisor activation, adoption, retention, re-engagement, and production growth
• Frequency and business impact of in-person AAA branch visits, advisor meetings, business reviews, trainings, and follow-up
• Results from local campaigns, promotions, events, webinars, and educational journeys
• Accuracy and timeliness of CRM activity, pipeline management, forecasting, and performance reporting
• Advisor satisfaction, branch-leader feedback, and effective cross-functional execution

Qualifications and Experience

• Bachelor’s degree or equivalent professional experience.
• Five or more years of experience in sales, business development, strategic account management, partnership development, or another client-facing growth role.
• Travel industry experience strongly preferred, particularly supporting travel advisors, tour operator products, and AAA clubs.
• Demonstrated success developing strategy, executing business plans, growing revenue, and building trusted client relationships.
• Strong consultative selling, negotiation, presentation, facilitation, and active-listening skills.
• Ability to analyze sales data, identify opportunities, and use CRM, reporting, Microsoft Office, social media, and AI tools to improve performance.
• Excellent organization, project management, accountability, and follow-through.
• Polished professional presence, collaborative mindset, and genuine passion for travel and advisor success.
• Ability and willingness to travel up to 70%, primarily for frequent in-person AAA branch visits as well as meetings, conferences, events, training programs, and educational journeys.
• Residence within the assigned territory and proximity to a major airport.
• Valid passport and eligibility for enrollment in the company’s safe-driving program.

This description reflects the primary responsibilities of the role and may evolve based on business priorities and territory needs.

The Strategic Account Manager participates in a base salary plus incentive compensation program with unlimited earning potential based on the achievement of defined corporate financial objectives and individual business goals for Pleasant Holidays. Most Strategic Account Managers earn between $65,000 and $90,000 annually.

Benefits to working at Pleasant Holidays:
• Medical (with prescription)
• Vision
• Dental
• Flexible Spending Accounts
• Paid Time Off for Holidays, Vacation, and Illness
• Company paid Life Insurance
• Long Term Disability
• 401(k) Plan
• AFLAC Plans
• Travel Discounts on all Pleasant Holidays packages, Hotel Rooms, Car Rentals, Tours & Activities. Discounts apply to family members and friends too!

Pleasant Holidays is one of the largest travel wholesalers in the United States, specializing in vacation travel to the Hawaiian Islands, Caribbean, Central America, Europe, Mexico, Middle East, South Pacific (Australia, Cook Islands, Fiji, New Caledonia, New Zealand & Tahiti), Japan, the United States & Canada, and cruise vacations worldwide. Pleasant Holidays is a subsidiary of the Automobile Club of Southern California, a diversified insurance, roadside assistance, financial services and travel organization serving more than 18 million AAA members across 24 states.

Pleasant Holidays is an Equal Opportunity Employer

Our organization participates in E-Verify

Pleasant Holidays will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable federal, state and local laws