Business Development Manager, Business Travel Division

Summary

To support the Fox Global Sales team in the achievement of new Travel Management Company (TMC) business development goals. Focus will occur in the areas of: 1. generating leads, cultivating relationships with prospects and assisting Global Sales Directors (GSDs) with appointment setting for quality leads (50%), and 2. identifying opportunities, managing the inside sales process including technology webinars and presentations for prospective Clients to accomplish direct selling (50%).

Essential Duties and Responsibilities

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as management may deem necessary from time to time.

  •  Identify and qualify corporate leads using a variety of methods to ensure complete coverage of pre-determined geographical territories including: cold calling, references, database and localized research, LinkedIn Navigator.

  • Schedule and maintain touchpoints in conjunction with marketing for prospects in Salesforce Customer Relationship Management (CRM) technology.

  • Partner with marketing team to prepare and approve collateral. Responsible to provide this marketing material and sales information to prospects as needed.

  • Contribute to the database of prospects through documentation of all activity. 

  • Access data and ensure accurate production of sales reports utilizing Salesforce (CRM)

  • Qualify leads to either assign to a GSD or manage the sale in-house.

  • Arrange appointment coordination and scheduling with new prospective business clients on own or for Sales Directors to meet identified metric requirements.

  • Management of sales opportunities for account leads less than 750K annual air spend, including proposal and RFP requests.

  • Schedule technology and presentation webinars to prospective clients.

  • Become skilled at managing technology demos for prospective clients.

  • Maintain the integrity of the sales process by accurately representing the features and technology of the travel management program as is appropriate for the client size.

  • Support the deliverables of the Client Solutions Management team and partner to accomplish goals.

  • Manage the sales hand off process to the implementation team by providing accurate and detailed information.

  • Maintain a favorable and collaborative working relationship with team members in all departments to foster an environment of trust and mutual respect.

  • Enhance the organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

  • Update knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.

  • Drive standards and best practices whenever possible and effectively foster a culture of engagement.

  • Recommend new approaches, policies, and procedures to effect continual improvements in efficiency of operations and services performed.

  • Develop and deliver compelling messages that express the Fox Value Proposition.

  • Review trade journals, e-newsletters and vendor updates to stay informed on travel industry current events (forecasts, trends, best practices, etc.).

  • Maintain a current knowledge of market activities including competitive products, pricing and new technology.

  • Other duties, projects and alternate assignments as determined by business need.

Knowledge, Skills, Abilities & Competencies

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge, Skills and/or Abilities

  • Bachelor's degree in sales, marketing or communications and/or equivalent experience in Business-to-Business (B2B) selling, preferably travel management services.

  • Demonstrated experience utilizing Customer Relationship Management (CRM); SalesForce strongly preferred.

  • Proficient with LinkedIn Navigator tool.

  • Skilled in usage of a personal computer and various software packages related to Microsoft Office Suite, including Excel and Outlook.

  • Experience with webinar management.

  • Ability to build and interact with multi-level relationships internally and across sales lead account.

  • Skill to handle multiple tasks simultaneously and establish work priorities. 

  • Write and speak succinctly in a variety of communication settings. 

  • Prepare and deliver effective presentations to ensure understanding while effectively facilitating group interaction throughout.

  • Actively listen and convey understanding both in groups and one-on-one.  

  • Maintain an aggressive rate of sales generation and exceed pre-identified annual sales goals. 

Key Competencies

  • Strategic selling and relationship management, results-oriented

  • Organizational and planning skills

  • Customer-focused and service-oriented; strong relationship building

  • Communication proficiency – verbal and written; appropriate use of grammar

  • Problem analysis and problem-solving skills

  • Highly adaptive

  • Attention to detail and accuracy

  • Sound judgment and decision-making ability

  • Flexibility; ability to work efficiently and effectively with frequent interruptions

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Note:  The phrases “occasionally,” “regularly,” and “frequently” correspond to the following definitions: “Occasionally” means up to 1/3 of working time, “regularly” means between 1/3 and 2/3 of working time, and “frequently” means 2/3 and more working time.

While performing the duties and responsibilities of this position, the associate is regularly required to stand, walk, sit, climb, reach above shoulders, and move from place to place.  The incumbent is frequently required to talk and listen and use hands to finger manipulate or handle.  Specific vision requirements for this position include close vision and the ability to adjust focus.  

The incumbent will occasionally be required to lift up to 25 pounds.

Work Environment

The work environment characteristics described here are representative of those an incumbent encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Regular attendance is necessary to successfully perform this job; extended hours may be necessary from time to time.  The incumbent works in an office environment where the noise level is low to moderate.  This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Occasional business travel, overnight stay may be required for training events and to visit Fox World Travel locations.


Please email your cover letter and resume (in MS Word format, please) to: Human Resources Department or mail cover letter and resume to:

Fox World Travel, Inc.
Attn: Talent Acquisition Consultant
P.O. Box 2386
Oshkosh, WI 54903-2386

Qualified applicants will then be contacted as suitable positions become available. Thank you!

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