Director of Sales Strategy (East Region)

US-NY-New York
Job ID
2017-1752
Category
Corporate

Mission

Job Summary:

Creation and execution of regional sales strategy to ensure their sales team delivers the needed revenue at the right price.  This includes Management of North American Field Sales and respective accounts, but is not limited to management of: business development manager’s strategy as well as  a regional strategy, fiscal budgets and programs to drives sales with acceptable ROI, leverage of tools to create a more efficient and strategic use of the teams’ resources, representation of the company at events and with account base and development of talent for succession and Key GO program.

 

 

Principal Accountabilities:

 

  1. Project management of key programs identified by the company, region and team in order to deliver the needed revenues
  2. Sales leadership to mentor team to take a strategic and consultative approach with accounts
  3. Optimization of the tools available to the team through example and analysis, i.e. Salesforce optimization, roll out of CXO/ECM V.2, FOC banks and coop
  4. Strategy development for region targeting the best travel partners that market & sell to clientele that reflect the target market of CM clients with an emphasis on upscale/luxury experiences.
  5. Development of BDM approach and BDM strategy for each territory. Focus on improvement of business acumen via strategic territory management, elevated level of marketing savvy and CRM initiatives as the Director mentors the BDM utilizing a more strategic sales approach.
  6. Manage the daily, weekly, and seasonal requirements of BDM to ensure the best use of their time and company resources
  7. Increase sales revenues in accordance with core objectives i.e ski, exclusive collection, groups, new resorts, DT air/land programs, etc
  8. Manage Administrative and Communication budget as provided by finance to accomplish the strategic and tactical goals established by Club Med Senior Management.
  9. Hire, motivate, and develop talent pool with a focus on succession and key GO candidates.
  10. Work in conjunction with the National Account Team to ensure a synergistic approach to key account management.
  11. Find new sales opportunities that are consistent with Club Med corporate objectives.
  12. Design, develop, and deliver speeches to portray the strategic goals and objectives as determined by Club Med Senior Management.

 

Requirements

Education and/or Experience: 

  • Bachelor’s degree in Business Administration, Hospitality Management or related field of study; or any equivalent combination of education and relevant work experience.
  • Minimum of  5 years of experience in leisure or corporate travel
  • Minimum 5 years of field team management
  • Sales experience with travel agencies, destination management companies or meeting planners highly preferred.

 

Knowledge & Skills:  

  • Ability to create, and execute both tactical and strategic approaches to the business
  • Ability to mentor and coach team to deliver a more consultative selling approach and strategic approach to territory management
  • Strong sales skills with front line agents to C level executives
  • Deliver presentations to groups of any size us using solid negotiation and presentation skills.
  • Negotiate complex contracts for groups to marketing plans to commission programs
  • Excellent verbal and written command of English, sufficient to support travel partners with questions/issues as well as to effectively diffuse situations whenever necessary.
  • Results-oriented and strong decision making skills with the ability to prioritize multiple tasks while meeting company objectives.
  • Strong interpersonal skills to build relationships, foster trust and cooperation among team members as well as customers. 
  • Detail-oriented with ability manage pressures of a demanding customer base.
  • Self-management and organizational skills to handle home-based role with goal/target based compensation.
  • Customer-centric skills to foster and maintain business relationships and drive results. 
  • Knowledge of or ability to learn reservation systems and e-commerce channels.
  • Basic level knowledge of Microsoft Office to include intermediate level skills with Outlook, Word, and advanced PowerPoint.

Benefits

Since it was founded in 1950 and it created the all-inclusive vacation concept, Club Med has been the world leader on its market, and has developed a resolutely upscale, friendly and multicultural spirit. Club Med boasts 65 resorts located in the most beautiful sites in the world. Our corporate offices are located in Paris, Lyon, Singapore, Shanghai, Rio de Janeiro and Miami, with sales offices situated in Montreal, Arizona, and Mexico City as well as dozens of other countries.

 

In the corporate offices, Club Med offers career opportunities, development programs, a generous benefits package and great discounts to travel to our resorts. Our mission: to be the creators of happiness.

 

 

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