Director of Corporate Sales

Sales and Engagement 70%

• Work with the COO and CEO to define the annual sales and marketing plan to include:
  • A monthly PAX and revenue sales plan
  • A 12 month marketing plan
  • A 12 month product/program plan (to include special projects program and product opportunities)
  • A 12 month resource plan- people and systems

• Director remains ultimately accountable to the organization for the teams achieving its monthly and annual matrix targets.
  • Responsible for monitoring the health of the sales pipeline for all clients in order to ensure sales targets can be achieved.
  • Achieve stated growth targets within the corporate market through new business development strategies
  • Set the sales/engagement team up for success through training and mentoring, goal setting and check-ins that recognize achievement
  • Coach, measure, and mentor in order to meet monthly and annual sales targets by:
    • Setting  and measuring monthly targets
    • Measuring and refining team member performance
    • Defining and allocating workflow and leads to the sales team
    • Leading sales team through regular call times
    • Measuring sales trends and pipeline
• Consistently refine and improve the team’s use of Salesforce to improve efficiencies and strategic sales, through the creation of reports, measurement dashboards, maintenance of products to ensure all data included in Salesforce is clean and follows SOPs
• Maintain a consistently high standard of customer engagement and relationship building with maturity and professionalism
• Host presentations, to new and existing clients, and pre-departure sessions for existing clients.
• Establish customer satisfaction and loyalty with our existing clients , and seeking referrals for future trips engagement.
• Consistently look for and execute on opportunities to cross sell other products and services.

Working with Operations and Coordination Proportion of Time Spent per week 10%

Working hand in hand with the Associate Directors of Client Services and Operations:

• Streamline current systems, technologies and SOPs for the team, ensuring that new systems used across the organization are adopted within the sales team.
• Ensure consistent use, by the team, of client management tool, Salesforce, consistently refining the team’s use of the system to improve efficiencies and reporting.
• Ensure strong team work across the sales team and the trip coordination team to create a seamless client experience.
• Work closely with the Associate Director of coordination to ensure smooth operations internally, amongst engagement team, coordination team and in-country teams.
• Support the CEO with financial reconciliation and planning.

Human Resources  Proportion of Time Spent per week 10%

• Coach and mentor sales team members; optimize on their capabilities and assist them in achieving meaningful careers within the organization.
• Train team members with respect to sales tactics, product information, and key demographic profiles.
• Lead individual check-ins from an HR perspective regarding job performance, and provide one-on-one coaching and mentoring to staff as applicable.
• Run regular team meetings, sharing departmental and organizational priorities and ensuring team is properly set up for weekly priorities and action items.

Other  Proportion of Time Spent per week 10%

• Liaise on all creative projects, promotional and marketing materials
• Manage any PR opportunities alongside PR team .
• Liaise with all other departments to ensure strategic working relationships are maintained and teams are properly supported as required.

Requirements:

• Bachelor’s or Master’s degree or commensurate experience.
• Experience in travel sector sales and marketing is required (minimum 7-10 years professional experience).
• Previous involvement in strategic planning and execution is key as are demonstrated analytical skills.
• Demonstrated leadership skills, maturity and professionalism with proven ability to drive projects forward with minimal direction.
• Demonstrated people management experience (minimum 5 years preferred) – experience leading a team of sales representatives is key asset.
• Strong understanding of and experience with adult, family and corporate clients.
• Excellent adherence to strict timelines. Ability to work well under pressure and to meet deadlines.