FCM Meetings & Events - Director of Client Relations - New York, NY
Flight Centre Travel GroupAbout the role
Director of Client Relations
FCM Meetings and Events was born out of the evolution of the Flight Centre Travel Group (FCTG) family of brands. As one of the world’s largest travel agencies, Flight Centre’s footprint spans across 95+ countries and encompasses over 30 brands of corporate and leisure services. We’ve been in the event game since 1986, connecting people across the globe and bringing their visions to life.
We pride ourselves in being able to offer a level of flexibility and customization that is not common amongst our competitors. Our people are out of the box thinkers and problem solvers, helping create memories that will leave a lasting impact.
Our services include: Event Management (Live, Virtual & Hybrid Events), Event Travel, Event Technology, Venue Sourcing & Strategic Meetings Management
To learn more about FCM Meetings & Events please click HERE
About The Opportunity
Are you a strategic relationship leader with a passion for driving growth, retention, and long-term client value? As Director of Client Relations, you'll play a pivotal role in shaping the future success of our Meetings & Events business across NORAM. This leadership opportunity combines enterprise sales, executive relationship management, and Account Management leadership to deliver sustainable growth and exceptional client outcomes. Working closely with Sales, Operations, and Executive Leadership, you'll influence high-value partnerships, lead a talented team, and help clients achieve meaningful business results through innovative solutions and strategic engagement.
Key Responsibilities
- Lead and manage complex enterprise sales cycles for regional prospects, maintaining a robust pipeline and accurate CRM records.
- Generate and qualify regional prospects in partnership with Sales and Account Managers across multiple industry sectors.
- Build and maintain multi-level client relationships throughout long-term sales cycles.
- Lead, coach, develop, and performance manage the Sales and Account Management team.
- Drive achievement of team objectives, pipeline targets, succession planning, and capability development initiatives.
- Develop and strengthen relationships with senior stakeholders and executive decision-makers internally and externally.
- Partner with regional and global sales counterparts to develop strategies that support client acquisition and growth.
- Create detailed account acquisition and capture plans based on client business objectives and program strategies.
- Develop compelling value propositions and customized solutions for executive and C-suite stakeholders.
- Support account planning and governance frameworks that ensure ongoing client engagement and value realization.
- Define, monitor, and report on Account Management KPIs, including client retention, revenue growth, profitability, and satisfaction.
- Participate in sales and marketing initiatives to achieve revenue and growth objectives.
- Lead multinational contract negotiations and ensure seamless transition to onboarding and operational teams.
- Establish best practices, processes, and tools to strengthen client engagement, retention, and account growth strategies.
- Achieve individual financial targets and KPIs while contributing to broader business goals and growth plans.
- Represent the business at industry conferences, trade shows, and networking events.
- Contribute to a safe, inclusive, and accessible work environment where all Flighties feel welcomed, respected, and supported to thrive.
Experience & Qualifications
- Significant experience in enterprise sales, account management, client relations, or business development leadership.
- Proven ability to lead complex, long-term sales cycles and manage strategic client relationships.
- Experience building and maintaining executive and C-suite stakeholder relationships.
- Demonstrated success driving client retention, revenue growth, and profitability outcomes.
- Strong leadership experience coaching, developing, and managing high-performing sales and account management teams.
- Experience developing account acquisition strate
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