FCM - Senior Sales Director, Mid-Market - Philadelphia, PA

 

 

 

 

 

Senior Sales Director, Mid-Market

FCM takes a holistic approach to corporate travel, specializing in managing national and global travel programs for medium and large businesses.

Ranked as one of the world’s top five travel management companies, it has a business network in over 97 countries and global headquarters in London, Brisbane, Singapore and New York. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local expertise and global experience to provide clients with a truly bespoke experience.

Established in June 2004, FCM has been named World’s Best Travel Management Company for eight years running at the World Travel Awards.

To learn more about FCM please click HERE

About The Opportunity

FCM Travel is a leading US business travel management company with substantial growth plans looking for someone who succeeds in a dynamic, fast-paced, high-energy, high-motivation environment.

Due to growth, we have an excellent opportunity for an experienced mid-size market Sales Director to join our successful sales team. The Sales Director will contribute to the growth of FCM in the mid-size multinational business travel sector by sourcing, selecting, and securing global companies corporate travel accounts.

At FCM Travel you will be responsible for the successful pursuit, engagement, and sale of FCM Travel services to mid to large size national and multinational organizations. This individual will be required to drive this type of client acquisition in this market space by building and developing senior level contacts locally and globally, setting the sales strategy and negotiating with the clients for new business. This individual will contribute to all facets of sales, including prospecting, managing data in Salesforce, product demonstrations, contracting and commercial negotiations.

The ideal candidate has a strong contact network and experience selling directly to Upper-Level Management. They will be expected to present customized solutions and a compelling value proposition to the customer’s executive level staff and multiple stakeholders globally to close profitable sales.

Key Responsibilities

• Lead the full sales lifecycle for target clients, from solution development to deal closure
• Identify, qualify, and secure new mid-sized national and multinational business for the FCM Brand.
• Actively contribute to growth strategies and the broader business plan
• Deliver results aligned with set objectives
• Address and manage complex, large-scale business Requests for Proposals (RFPs)
• Cultivate key stakeholder relationships in target organizations, facilitating interactions between their leadership and FCM's
• Maintain a strong opportunity pipeline and thoroughly document all account activity
• Liaise with your counterparts around the world to formulate joint strategies to effectively communicate and consult with prospective local contacts

Experience & Qualifications

• 8+ years of professional B2B sales experience with strategic & consultative selling and negotiating skills. Including a minimum of 3 years related to acquiring complex multinational accounts
• Travel industry experience essential; expertise in Travel Management Companies (TMC) practices a major advantage
• Proven track record of success in navigating intricate sales cycles involving multiple stakeholders
• Exceptional communication skills, both written and verbal, with the ability to effectively present to audiences of varying sizes and management levels
• Strong aptitude for building and nurturing client relationships, coupled with excellent influencing and contract negotiation abilities
• Expertise in managing an extensive book of business, showcasing a high conversion rate as an effective closer
• Familiarity with Salesforce and HighSpot, alongside solid proficiency in MS Office Suite (Word, Excel, PowerPoint)
• Analysis experience should include working with clients to develop business requirements and business process reviews
• Ability to work independently, demonstrating self-motivation in achieving ambitious sales goals
• Willingness and ability to travel nationally and internationally to fulfill territory responsibilities
• Established network of contacts within flagship companies, with the capability to secu