Sales Director - Group, Meetings and Incentives Programs - Remote

A day in the life of the Sales Director - Group, Meetings and Incentives Programs may include:

• Developing consultative relationships with client decision makers and executives and educating them on the Meetings and Incentives value proposition. 
• Establishing and implementing an effective sales process including pursuing, cultivating and following up on sales leads, making necessary sales calls, as well as developing and executing compelling sales presentations and proposals that lead to the successful closing of contracts.
• Managing the proposal and contracting process, ensuring high-quality results and delivery of final documents according to required specifications and deadlines.
• Negotiating terms and conditions of Meetings and Incentives service agreements ensuring expectations are met or exceeded for annual assigned revenue targets.  Obtaining quality control review and presenting personally negotiated contracts to manager for final review and approval.  Reviewing and approving other similar contracts created by Meetings and Incentives team members as part of the quality control process.
• Collaborating with Travel Buyers to develop sourcing and contracting strategies and process efficiencies to lower costs, increase profitability, strengthen vendor relationships and maintain or improve client satisfaction and program results.
  • Directing the sourcing, product and proposal development, pre-sale costing, negotiations, contract and service agreement development activities in the procurement process.
  • Proficiently sourcing Request for Proposal (RFP) to hotels, cruise lines, Destination Management Companies (DMCs), wholesalers and other vendors; initiate preliminary negotiations.
  • Evaluating vendor proposals for accuracy, clarify responses, and negotiate best possible pricing and concessions.
  • Creating proposal pricing based on established guidelines; creating preliminary budgets, securing and documenting cost savings data for clients.
  • Holding and blocking space; releasing space not needed on a timely basis.
  • Developing accurate client contracts and pricing agreements along with initial deposit invoice.
• Keeping abreast of technical and non-technical services offered by Fox while maintaining awareness and proficiency on client facing technology.
• Utilizing Salesforce to record and manage all sales activity; maintaining and updating pipeline report of potential clients/contacts with appropriate information.  Preparing regular reports including client contacts established and results of sales activities.
• Maintaining regular, consistent involvement with program management and group air operations on all aspects of client programs to ensure quality of final product.  Coordinating site inspections and preparation of site inspection materials for clients.
• Maintaining purchasing and proposal tracking reports, internal sales and revenue documentation, workload activity reports.
• Being knowledgeable of competitor information, industry changes, leading-edge strategic sourcing processes, best practices, new suppliers, services and venues.  Being proactive with ideas and provide creative solutions for new trends.
• Participating in and contributing to corporate travel sales and account management collaborations, meetings, and planning.
• Updating knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
• Maintaining a favorable and collaborative working relationship with team members in all departments to foster an environment of trust and mutual respect. Driving standards and best practices whenever possible and effectively foster a culture of engagement.
• Enhancing the organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
• Being innovative and recommending new approaches, policies, and procedures to effect continual improvements in efficiency of operations and services performed.
• Other duties, projects and alternate assignments as determined by business need.

You’ll love this job if you have:

• Strategic selling, negotiation and relationship management skills.
• Personal effectiveness/credibility and are results oriented.
• Organizational, planning and research skills.
• Customer-focus and are service-oriented.
• Communication proficiency - verbal and written with appropriate use of grammar.
• Information gathering and monitoring skills.
• Change management skills and are highly adaptive.
• Strategically oriented, with the ability to collaborate.
• Sound judgment and decision-making ability.
• Attention to detail and accuracy.
• The ability to comfortably deal with highly complex situations.
• Flexibility with the ability to work efficiently and effectively with frequent interruptions.

This opportunity might be for you if you have:

• A bachelor’s degree in business, sales, marketing, or related field preferred.
• A minimum of five years’ experience B2B selling, ideally group travel, event and/or meeting service(s).
• Knowledge of the meetings and incentives travel industry; prior industry experience strongly preferred.
• Strong creative, strategic, analytical, organizational and personal sales skills.
• The ability to initiate and build positive relationships with all levels both internally and externally. 
• A successful track record for interacting with multi-level relationships within accounts.
• The ability to communicate with confidence and create a credible impression to clients, both written and verbal (one-on-one, small groups, and to large audiences).
• The ability to deliver clear, compelling presentations to all levels within an organization and effectively manage group interaction throughout the presentation.
• A strong understanding of meetings and incentives procurement, technology, and group travel operations.
• Thorough understanding of purchasing technologies, negotiation and contracting processes and practices.
• Effective time-management skills and ability to work in a deadline-driven environment; ability to handle multiple tasks simultaneously and establish work priorities.
• Advanced working knowledge and proficiency in Microsoft Office applications, along with strong technical skills.
• Self-motivation and demonstrated initiative with a strong commitment to personal goals, objectives and work ethic.
• Working knowledge of Cvent and Salesforce platforms (a plus).
• Destination knowledge and experience as it applies to group travel.
• Ability to work flexible hours to meet the needs of the client.
• Willingness and ability to travel to client locations throughout the United States.
• A passport for international travel (or the ability to obtain a passport).

Frequent business travel, overnight stays are required.  Travel = up to 30% of time.

If you share in our passion for teamwork, our vision to have culture, engagement, and innovation at the heart of all our initiatives, we want you to come soar with Fox World Travel! If you fit the description AND meet the qualifications, please don’t hesitate to apply online at www.foxworldtravel.com/careers.

Fox World Travel, the best place to work, grow & succeed! Join the Fox Family today!

Fox World Travel is proud to be an Equal Opportunity and Affirmative Action employer. We celebrate diversity and are committed to creating an inclusive environment for all associates to work.

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