Sr. Business Development Manager - MICE

Overview

 

 

At ALTOUR, we believe people are the driving force behind every meaningful connection - our clients’ and our own. With more than 1,000 team members and a presence in over 80 countries, we are a globally recognized leader in corporate travel management and a proud division of Internova Travel Group, the highest-ranking American corporate travel management company (Business Travel News). 

Our mission is to manage the complexities of connecting people so they can represent their brands in the most impactful way possible. That same philosophy shapes our workplace culture, one that evolves, improves, and empowers our people to grow and thrive. 

 

We embrace innovation and leading-edge technology to create smarter, faster, and more tailored solutions - not just for our clients, but for each other. At ALTOUR, you’ll be part of a collaborative, forward-thinking environment where your voice matters and your success is a shared journey. Click here for more information about Altour. 

 

The Sr. Business Development Manager is responsible for generating net new revenue by identifying, developing, and closing new MICE (Meetings, Incentives, Conferences & Exhibitions) business opportunities. This is a quota-carrying, hunter-focused role responsible for prospecting, pipeline development, and new client acquisition.  Altour is looking for a professional, dynamic salesperson with a proven track record in the meetings and events space!

 

As part of the ALTOUR growth organization, this role positions YES, an Altour Company, as a strategic partner by delivering consultative, ROI-driven event solutions aligned with client business objectives. Success is measured by new logo acquisition, pipeline strength, and revenue performance.  The ideal candidate will either be located on the West Coast or the Chicagoland areas.

Responsibilities

New Business Generation (Primary Focus)

• Identify, target, and secure net new MICE opportunities within defined industries and/or territories.
• Build and maintain a strong pipeline through outbound prospecting, networking, referrals, LinkedIn, and industry engagement.
• Qualify prospects based on strategic fit, revenue potential, and long-term opportunity.
• Achieve and exceed quarterly and annual revenue targets.
• Maintain accurate forecasting and CRM (Salesforce) discipline.

Full Sales Cycle Ownership

• Manage the complete sales process from discovery through proposal development, negotiation, and close.
• Conduct consultative discovery conversations to identify client objectives and business drivers.
• Develop tailored proposals including scope, creative approach, and budget frameworks.
• Present compelling value propositions demonstrating ROI and strategic impact.
• Negotiate pricing, MSAs, and contractual agreements in collaboration with leadership.
• Drive deals to close with urgency and disciplined sales methodology.

Strategic Relationship Development

• Build executive-level relationships with decision-makers and key stakeholders.
• Maintain consistent follow-up cadence throughout long sales cycles.
• Represent YES and ALTOUR at industry events and networking engagements.

Cross-Functional Collaboration

• Leverage internal resources including operations, marketing, and supplier relations to secure new business.
• Ensure seamless transition from sales to operations following deal closure.
• Support successful initial event execution in partnership with operations leadership.

Market & Industry Intelligence

• Stay informed on MICE industry trends, competitor activity, and evolving client needs.
• Identify emerging vertical opportunities and growth markets.
• Utilize data-driven outreach strategies to enhance prospect engagement.

Performance Expectations

• Consistent net new logo acquisition.
• Healthy and measurable pipeline coverage.
• Achievement of revenue and profitability targets.
• Accurate forecasting and CRM compliance.
• Contribution to overall YES and ALTOUR growth objectives.

Qualifications

 

• 5+ years of B2B sales experience in corporate events, incentives, meetings, hospitality, or travel-related
• Proven track record of carrying and exceeding new business sales quotas.
• Experience selling to mid-market and enterprise organizations.
• Strong negotiation and contract management skills.
• Commercially astute with strong financial acumen.
• Excellent verbal, written, and presentation skills.
• Proficiency in Microsoft Office and Salesforce (or similar CRM).