Discova - Head of Sales (Asian Market)- New York, NY

Head of Sales - Asian Market

Formed as a result of the merging of two leading DMCs - Buffalo Tours and Olympus Tours - Discova is a global destination management specialist. They take care of tailor-made touring, leisure groups and transfers throughout Asia and the Americas (including Mexico, the Dominican Republic and Costa Rica).

Discova holds responsible travel at its core, working responsibly with customers, host communities and local business partners to offer the best value, highly rated tours with customer satisfaction as a hallmark of their service.

Discova’s people are homegrown - 95% are locals, blending localised know-how with an understanding of what makes a Discova trip to their home country special. To be part of the Discova family is to be in your element, and being in your element means:

• being the best you can be in any situation
• doing what you love whatever your role is
• being valued for who you are and what you do
• continuing to grow as the world changes
• joining a family that creates a world of possibilities

To learn more about Discova click HERE

About The Opportunity

We are seeking an experienced sales leader to join our team and focus on managing and growing our North America business. The successful candidate will be responsible for developing and maintaining strong relationships, winning new business, driving account growth and relationships, and achieving revenue targets.

The role of the Head of Sales - North America is responsible for driving the overall sales strategy and execution to achieve the company's revenue targets. This leadership role involves overseeing the sales team, setting performance goals, and developing initiatives to increase sales and expand market reach. The Head of Sales will lead by example, fostering a high-performance culture, and will collaborate with other departments such as marketing, product development, and customer success to align sales strategies with business objectives. Key responsibilities include identifying new business opportunities, nurturing key client relationships, analyzing sales data to inform decision-making, and ensuring the team meets or exceeds sales targets through effective coaching, motivation, and performance management.

Key Responsibilities

Team Leadership

• Conduct weekly 1-1s with team members to ensure budgets and sales performance are on track.
• Conduct quarterly development meetings to ensure personnel development and feedback is communicated and addressed

Customer Experience

• Establish productive, professional relationships with key team members within our partners business.
• Be the main point of contact for overseeing and owning each level of the partnership, ensuring the service offered is delivered at a high standard and the business is retained and growing in line with budgets.
• Work collaboratively with internal teams such as marketing, product, and operations to deliver successful outcomes for our clients and grow our business partnerships.
• Identifying any road blockers preventing business growth from both sides of the partnership and negotiating and implementing a suitable working solution.
• Responsible for writing service level agreements for partners, and keeping them updated in conjunction with AM support.
• Serve as escalation point for client for any service delivery issues and follow up with relevant Discova team to troubleshoot and solve any problems
• Run all client meetings in line with a clearly defined agenda, with a clear vision of what you  want out of the meeting.
• Create a clear timeline of where the partnership is heading, and how you would want to see the relationship grow.
• Renegotiation of agreements
• Onboarding of new partners, creating a smooth and seamless experience for our partners.

Business Development

• Monitor account performance by reviewing key metrics at quarterly and monthly intervals. Reporting to partners regularly on where they are sitting against any commercial targets.
• Identify new sales opportunities within existing and new destinations  by up-selling and cross-selling - target 15% growth per annum across your portfolio.
• Lead the contracting process directly with the relevant internal teams for new and existing business, ensuring that all teams are aligned towards client goals and targets, and thereafter presenting the information and pitch back to the partner directly.
• Ensure all records a