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Business Title:
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Director Sales
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Requisition #:
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USAHQ-1167
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Country:
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United States
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State/Province:
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Virtual
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City/Town:
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Virtual
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Position Type:
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Full Time - Regular
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Field of Interest Category:
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Sales
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Shift:
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Scheduled Work Hours:
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Percent of Travel:
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25-50%
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Relocation:
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No
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Language(s) Required:
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English - Read
English - Speak
English - Write
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Job Description:
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Job Summary
Responsible for obtaining profitable new accounts within a designated territory using effective sales and marketing techniques. Involves company resources, as appropriate for the prospect, to be responsive to prospect needs. Leads the BCD Travel team through the sales process for target accounts.
RESPONSIBILITIES INCLUDE
• Utilizes and adheres to the Sales Lifecycle as outline by Sales Management.
• Develops business plan for respective area of responsibility, establishes qualified prospect list, and performs discovery to identify prospect’s need and goals.
• Conducts calls/meetings, makes sales presentations, and prepares proposals in conjunction with appropriate members of the sales and sales support team and follows through to closure of sale.
• Can identify primary, secondary and tertiary markets, business sectors, etc. in their respective areas of responsibility.
• Effectively manages the sales process to ensure we are conducting and advancing to the various milestones of the sales cycle at the appropriate times
• Has appropriate knowledge and calling pattern on all significant prospects in their area of responsibility.
• Ensures BCD is included in the bid process for all significant prospects.
• Utilizes OMNI to document details of activity including but not limited to details of contact w/ prospects, various milestones of the sales cycle, stages of the bid process, wins/losses/no-bids, etc.
• Has appropriate volume of business in the “pipeline” (commit to bid stage) at all times, and can reasonably forecast new sales volume.
• Is responsible for understanding individual sales quota, and company targets such as bid “Hit Rate”, profitability, etc. and meets or exceeds targets.
• Is successful in arranging for “Debriefs” for lost prospects.
• Effectively develops and communicates to stakeholders our strategy for meetings, calls, and/or bids.
• Collaborates with the appropriate business owners and SME’s to develop strategy for pricing, service configuration, technology offerings, etc.
• Coordinates, or participates in, client and prospect functions/activities (tradeshows, conventions, client forums, and etcetera) as necessary to provide consulting services and to improve client / prospect knowledge of company products and benefits.
• Responsible for coordination of contract negotiations, ensuring all terms agreed to by appropriate approves and are captured accurately in final contract, and presented to appropriate business owners internally and externally for signature.
• Responsible for participation in hand-off of prospect (new client) to business owners, and implementation process.
• Stays abreast of industry trends and technology product lines.
• Has an understanding of the competitive landscape, emerging problems (internal to BCD or specific to the Industry), and world events and incorporates this knowledge into overall plan and on a prospect by prospect basis.
• Assures quality responsiveness and strategic approaches to new business development.
• Adheres to BCD Travel’s travel and entertainment policy. Maintains expense budget.
• Supports Company and regional initiatives.
• Projects a favorable image of BCD Travel at all times
• Assumes and performs other duties and responsibilities not specifically outlines herein, but which are logically and properly inherent to the position.
MINIMUM QUALIFICATIONS
Transferable Skills (Competencies)
• Communication Skills: Highly developed oral, written and professional presentation skills; capability of identifying prospect needs
• Interpersonal Skills: Ability to establish and maintain rapport with all levels of management; modify communication style for different audiences; able to persuade and overcome objections; manage ongoing relationships, and is accountable.
• Administrative Skills: Ability to set priorities, establish goals and plans; time management; efficient processing of paperwork; meeting management; independent worker
• Personal Adaptability Skills: Demonstrates personal adaptability and flexibility
• Sales Ability Skills: Innovativeness, optimism, takes and supports risks, and negotiations skills
• Motivation Skills: Sets high standards and is focused toward achievement of goals; displays high level of energy; self-starter; proactive
• Technical Skills: Ability to comprehend, learn, integrate, and explain the industry/company technical products so they can be understood by prospective buyers
• Knowledge Base: Travel and meeting & incentives industries and supporting technologies, product pricing and financial analysis.
Qualifications
• Bachelor degree with business focus preferred.
• Minimum of five (5) years of sales and marketing experience, preferably in the travel, meetings and incentives, or technology industries.
• Strong negotiation skills
• Strong network of travel industry contacts desired
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Excellent oral and written communication skills, including public speaking and presentations
• Ability to travel extensively
Physical Requirements
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee is regularly required to talk, hear, and use hands to finger or handle or feel objects, tools, or controls as well as to type. The employee is occasionally required to reach with hands and arms.
• The employee must occasionally lift or move up to 10 pounds. Specific vision abilities required by this job include close vision.
• The employee must be able to travel by car, plane and train on a regular basis.
• The employee must be able to work nights and weekends when needed.
Salary will be commensurate with experience. Please include salary requirements along with resume for consideration. No phone calls regarding job inquiries. No recruiters please.
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