Sales Development Manager (Mid Atlantic - USA)

Purpose

The Sales Development Manager is responsible for generating business through the development of close relationships with the travel trade channels in the 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 living in Mid Atlantic region (New Jersey or Pennsylvania) and overseeing sales in NY, NJ, PA, DE, MD, DC, VA.

Key Areas of Accountability

Account Management 

• Develop business through relationship building with retail accounts based in the Rocky Mountains region to meet and exceed KPI targets. Successfully manage existing travel partner relationships and deepen the partnerships to grow both FIT, Wholesale and Group business’

• Develop and implement a targeted sales strategy for the territory to grow existing business and increase market penetration of Rocky Mountaineer rail routes in the USA and Canada

• Identify new business development opportunities within the territory  

• Build sales campaigns to drive bookings and revenue through partner accounts

• 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 North American sales colleagues to leverage and share best practices driving FIT and Groups business 

• 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 the USA and Canada

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

• Provide feedback and input on programs, strategies, 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 ‘Be One Team’ values partnering across NOAM team and collaborating with Sales, Analytics and Marketing colleagues

• 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 (a degree in Travel and Tourism is preferred)

Experience 

• 5 -7 years of prior sales experience preferred, ideally within the Travel and Tourism sector

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

• Proven track record of success in achieving goals

Skills 

• Relationship builder with the ability to influence 

• Strong presentation and training skills, both in person and via webinars

• Excellent verbal and written communication skills

• Broad general business knowledge with excellent business judgment and decision-making skills

• Professional and polished

• Skilled at tailoring and targeting communication to both internal and external audiences

• Creative and resourceful

• Relentlessly pursue excellence

Attributes  

• Strong critical thinking and analytical skills

• Knowledge of Salesforce, Concur and Power BI would be an asset

• Demonstrated ability to define business potential and utilize analytics to uncover sales opportunities

Work Environment 

• Ability to travel extensively within the USA and Canada 

• Ability to work evenings and weekends

• A valid driver’s license and access to use of a reliable vehicle is required

Compensation

• The base salary offered for this role is $92,000 - $100,000 per annum and can vary based on job-related expertise, qualifications, experience and internal equity. 
• Eligible for Rocky Mountaineer’s Bonus Program

Eligible Benefits 

• Medical care
• Dental care
• Short term disability insurance
• Long term disability insurance
• Life and A.D.&D. insurance
• Flexible Spending Account (Healthcare Only)
• 401(K) Eligibility
• Two complimentary annual train tickets after first year of employment

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