Sales Development Manager, Florida

Purpose

The Sales Development Manager (SDM) is responsible for generating business through the development of close relationships with the travel trade channel in United States region. This role will focus on expanding on the existing retail relationships and develop new partner relationships to grow FIT business in the United States region. This is a full-time remote Outside Sales role in United States, requiring periodic travel throughout the sales territory.

The ideal candidate will be based in Central Florida.

 

Key Areas of Accountability

Account Management 

• Execute against the plans developed by the Key Account Management team.

• Develop business through relationship building with retail accounts within assigned territory to meet and exceed KPI targets.

• Successfully manage existing travel agency relationships and deepen the partnerships to grow both FIT and Groups business.

• Work with Senior Manager, Sales to formulate and execute a territory specific plan to deliver against the Key Account plans and other, more localized business development opportunities. 

• Identify new business development opportunities within the territory. 

• Build sales campaigns to drive bookings and revenue via territory account base.

• Manage the analysis of territory and marketplaces by monitoring the market/competition, analyzing industry trends, company results and economic climate.

• Support and achieve aggressive growth targets of the brand

• Identify and increase market penetration within retail accounts

 

Sales Operations Management 

• Work closely with Rocky Mountaineer’s sales colleagues across USCA and Package Groups teams to leverage and share best practices to drive FIT and Groups business within travel agency channel  (both Direct and Indirect distribution models)

• Develop business plans, sales strategies, budgets, and corresponding business cases for targeted market trade partners.

• Attend and participate in a variety of sales conferences, trade shows, marketplaces, familiarization tours, training and industry events as required to broaden product awareness, educate, and generate sales of Rocky Mountaineer rail routes in Canada and the USA

• Prepare proposals, presentations and supporting documents for use in the solicitation and closing of business

• Provide feedback and input on programs, strategies, and tactical marketing & sales initiatives

• Responsible for accurate, timely, insightful revenue and business trend forecasting

• Provide timely feedback of general marketplace conditions and competitive activity within assigned channels

• Demonstrate market insight through solution implementation and sustainment 

• Analyze competitors and sources of competitive advantage 

• Ensure accurate processing of all information generated from sales activities

• Generate and log sales activities in Salesforce

• Ensure the proper brand message is delivered in all materials

• Identify and target competitive prospects and plan strategy to increase market share 

 

Relationship Management 

• Maintain positive and constructive relationships with other Managers, employees, customers, and a variety of suppliers and industry partners

• Ensure complete and on-going knowledge of the Company’s policies, procedures, and products

• Maintain positive and constructive cross-departmental relationships and communication

• Perform other duties as assigned within the relevant expectations of the position

• Ensure clients keep Rocky Mountaineer top of mind in their sales and marketing efforts

• Initiate, build, and maintain long-term relationships with clients

• Exhibit ‘One Team’ values partnering across USCA team and collaborating with other functional areas of the business.

• Drive for results – foster collaboration and strengthen others to execute consistently.

• Make values visible – act with uncompromising honesty, integrity and ethics

• Energize others – set an example, recognize contributions and celebrate accomplishments

 

Qualifications

Education/ Certification/ Licenses 

• Post-Secondary education and experience in the Travel/Tourism industry (a Bachelor Degree is preferred)

 

Experience 

• 5-10 Years Prior travel industry sales experience preferred 

• Experience in relationship building through combination of in person, virtual and over the phone interactions 

 

Skills 

• Relationship builder with the ability to influence 

• Strong presentati