Director, ETM Business Development

CORPORATE TRAVEL MANAGEMENT NORTH AMERICA INC This is a remote role $75000.00 to $125000.00 per year
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Summary of Position

 The Director, ETM Business Development is a key role within Event Travel Management, designed to drive profitability through sales growth, delivering an effective sales strategy to meet business objectives, and sales targets specific to meetings, incentives, and managed meetings programs.

 Responsibilities and Duties

  • First point of contact for new opportunities in ETM.  Opportunities are received from internal sources to upsell and expand service offering to existing clients.  Leads are received from external sources for prospective clients.  Timely and thorough responses are required to secure the business.
  • Develop and execute a robust U.S. Sales strategy, reviewable on a monthly basis. Engage Marketing and Customer Solutions team to increase customer acquisition opportunities through social media, white papers, blogs, and other communication means.
  • Define the focus on new business development efforts within the parameters of ETM’s capabilities and sales plan, proactively source new business opportunities from key targets in the U.S. and manage new business referrals received.
  • Lead and generate key sales contacts for ETM. Supervise and manage the entire sales process with identified clients/prospects.
  • Identify opportunities to expand North American (NORAM) opportunities or existing client business into other ETM-owned markets and through the Radius network.
  • Support business/prospect client opportunities that have a NORAM component.
  • Manage an effective pipeline of potential new business accounts and active bids from first point of contact to final close using Microsoft Dynamics.
  • Build an effective prospect/client relationship that will enable clear definition of the best possible pre-RFP strategy while ensuring a deep and comprehensive knowledge of the motivation and key players involved in the tender process.  
  • Oversee the production of RFP responses to RFP’s received from prospective multinational customers utilizing the resources within ETM and CTM teams to meet client time and service specifications.  
  • Lead the pre-RFP and bidding process as “bid owner” working closely with the CTM proposal development team and ETM operations, when applicable.  Develop agreed costs and pricing and finalize the proposal in conformance with specified time, quality and accuracy requirements. 
  • Develop corporate account contracts alongside the legal team. Negotiate all pricing structures, SLA’s, and terms and conditions including the scope and configuration of services to be provided customers.  Ensure that the financial terms meet both ETM and client commercial objectives.  
  • Responsible for a comprehensive delivery to the ETM operations and/or account management of “won” business with emphasis on the implementation phase.  
  • Follow defined sales – implementation – operations hand-off process.
  • Perform regular sales presentations in a confident and convincing manner at executive and boardroom level.  
  • Maintain ongoing client relationships at the senior level and establish executive-level relationships.  
  • Act as a main contact point in the U.S. for all other national sales departments with an emphasis on multinational bids, as well as, sharing best practice and commercial information.  
  • Meet sales quota/revenue targets as defined by the business each year.
  • Provide M&E forecasting based on current industry climate.
  • Look for opportunities and share ideas on improving processes, efficiencies and business outcomes.
  • Support and participate in Industry/Client events - create and deliver content and supporting sales activities.
  • Ensure Microsoft Dynamics data and reports are continually updated and current.
  • Other duties as assigned.

 Management and Leadership Responsibilities

  • This position may have direct and/or indirect reports which includes responsibility for overall performance management, including hiring, training, coaching, feedback, development, etc.
  • Models the way for employees and sets a positive example by demonstrating our core values.
  • Provides ongoing feedback and supports team member growth by working with employees and encouraging growth plans.
  • Drives employee engagement. Facilitates regular and ongoing conversations about employee engagement and takes action to improve team and organizational culture.

 Required of all CTM Positions

  • Embrace CTM’s core values of Exceed to Service, Innovate to Generate, Trust to Succeed, Empowered to Achieve, Collaborate to Perform, Recognize to Reward, Play to Win.
  • Professional, collaborative and supportive interaction with employees, clients, suppliers and vendors.
  • Ability to work independently as well as part of a team.
  • Appropriate and professional written and verbal communication.
  • Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests.
  • Creative and analytical thinking with strong problem-solving and consultative skills.
  • Demonstrates calm under pressure – is a proactive contributor and eager to learn.
  • Proficiency in Microsoft Office Suite.
  • Ability to do basic math.
  • Ability to read and interpret information.
  • Attention to detail.
  • Regular and reliable attendance.

Education and Experience

  • Bachelor’s Degree with emphasis in Sales, Marketing, or Management is preferred. Additional experience may substitute.
  • Three to five years of experience that includes sales and M&E knowledge.

  Knowledge, Skills and Abilities

  • Consultative sales approach with the ability to maintain a focus on financial objectives during the sales process.
  • Strategic robust thinker with good analytical and planning skills.
  • Demonstrate strong commercial and business acumen to build respect quickly within the ETM and CTM teams and the corporate travel and meeting management industry.
  • Self-starter with a proactive innovative approach to sales opportunities and processes.  
  • Strong negotiator and influencer with good judgment and decision-making skills.  
  • Knowledge of contracting, negotiating and change management.
  • Excellent presentation skills.

 Benefits

In addition to a great work environment, CTM offers a comprehensive range of benefits designed to fit your needs.  Some of these include:

  • Comprehensive medical and dental plans
  • 401k with company match
  • Generous vacation plan and numerous paid holidays

Important Information

  • The statements herein are intended to describe the general nature and level of work being performed by employees and are not an exhaustive list of responsibilities, duties and skills. 
  • This job description is a reasonable explanation of the requirements of the position and is subject to change at any time based on the needs of CTM.
  • This job description does not alter the “at-will” employment relationship.
  • To accomplish this job successfully, the employee must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. CTM will make every effort to provide reasonable accommodations to help enable qualified individuals with disabilities to perform the essential functions of their position in accordance with the Americans with Disabilities Act of 1991, as amended, and applicable state and local law.
  • CTM is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.
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