ROLE:	Regional Business Development Manager
DEPARTMENT:	Customer Acquisition and Retention
WORK GROUP:	Field Sales
REPORTS TO:	Director of Field Sales
STATUS:	Exempt

 

THE DIVISION

 

The function of Customer Acquisition & Retention is to set strategic direction for GVI products, establish promotional direction and execution, and market and generate passenger sales through multiple sales channels; retail travel sellers (primary channel), direct customer response, and through e-sales.

 

THE DEPARTMENT

 

The Sales department works with the travel agency channel to increase customer sales through national and regional sales and marketing strategies

 

THE ROLE

 

A Regional Business Development Manager identifies potential business opportunities, generates new sales for the organization, and cultivates existing top producing accounts.

 

THE POSITION

 

The Regional Business Development Manager is responsible for the following:

• The role of the Regional Business Development Manager is to provide ongoing support to designated Business Development Managers.

   

• Supervise daily activities

   

• Coaching and providing direction for associates (as needed) as they contribute to daily operations.

   

• Providing support / direction to direct reports to include: Setting sales plans, administering time keeping; identifying training needs and resources, conducting performance reviews and involvement in recruitment and selection for open positions in their region.

   

• Modeling a culture of involvement which includes:

   

• Resolving conflict constructively, encouraging others and helping others to grow and develop

   

• Pursuing a standard of excellence, working for the sense of accomplishment, and working to achieve       self set goals.

   

• Valuing creativity, quality over quantity, and both task accomplishment and individual growth.

   

• Placing a high priority on constructive interpersonal relationships.

   

• Championing the desired future direction of the organization.

   

• Generating and increasing sales within assigned territories.

   

• Monitoring competitor products, services, marketing and sales strategies.

   

• Communicating advertising and sales promotion programs to assigned accounts to encourage implementation of programs that will generate sales, such as co-op advertising, direct mail, and consumer shows.

   

• Recommending changes regarding revenue opportunities and potential sales volume, and changes in products, services, and policy.

   

• Achieving established financial objectives

   

• Developing and maintaining relationships with the Inside Sales to fulfill customer needs as appropriate.

   

• Keeping management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.

   

• Contributing to a team effort by accomplishing related results or projects as needed.

   

 

EDUCATION

 

The preferred candidate will hold a Bachelor's degree (B. A.) from a four-year college or university; or three to five years related experience and/or training; or equivalent combination of education and experience.

 

 

EXPERIENCE PREFERRED

 

The preferred candidate has noteworthy experience in the following areas:

 

·         Developing new business.

·         Managing sales accounts (knowledge of Customer Relationship Management (CRM) systems and tools

·         Previous experience leading and supporting a team

·         Leisure travel product knowledge, specifically Globus and Cosmos products, services, policies, features, and benefits.

·         Business acumen (business knowledge, competitor awareness, organization strategies)

·         Having “bottom-line” accountability

·         Business process intelligence (understanding internal processes to resolve issues and ability to continuously improve key business processes)

·         Presenting easily and effectively to make the sale and educate business partners.

·         Working knowledge of Microsoft Office Suite, especially Excel, Word, and PowerPoint

 

KEY COMPETENCIES

 

The preferred candidate possesses the following competencies:

·         Customer Service Orientation

-Maintains clear communication with customers regarding mutual expectations in a professional manner

-Provides timely and helpful information to customers

-Strives to retain goodwill even when modifying or denying requests

-Treats customer with respect

-Follows through to closure

-Takes action when necessary

-Responsive, open to new ideas, positive, solution oriented

-Seeks win-win situations and presents options, especially in resolving conflicts

·         Effective Communication

-Communicates clearly and concisely both verbally and in writing in a manner that inspires confidence

-Maintains positive nonverbal communication

-Shares information appropriately and is receptive to feedback and expression of ideas

-Perceives the needs of various audiences and can adjust appropriately

·         Teamwork & Collaboration

-Relates to others in an open and accepting manner

-Recognizes a wide range of communications styles and personality types and responds accordingly

-Cultivates and maintains professional relationships

-Collaborates with internal partners where appropriate

-Shares pertinent information to the benefit of their team

-Treats others with respect

-Contributes to achievement of team/departmental goals

-Provides back up and support to other team members as needed

-Fosters collaboration among team members.

·         Achieves Results

-Works with the team and management to achieve individual, department and corporate goals

-Meets critical deadlines

-Demonstrates willingness, openness, persistence and initiative to achieve desired results

-Probes to get to the heart of the problem and takes action to achieve results

-Focuses priorities and manages time effectively

·         Standard of Ethics

-Conducts business in ways that instill trust, confidence and respect

-Utilizes fair process without bias

-Acts with discretion and good judgment while maintaining confidentiality

-Exercises the highest standard of ethics in all decisions that impact customers, vendors, suppliers and the organization

-Takes ownership of work and assigned processes/projects

·         Agility, Adaptability, and Flexibility

-Demonstrates resilience in the face of constraints, frustrations or adversity

-Displays willingness and flexibility in handling multiple demands, changing priorities and ongoing organizational needs

-Quickly and effectively evaluates and appropriately adjusts to a change in direction or situation

-Accepts change as a necessary and normal part of organizational growth

-Open to adopting new approaches and behaviors

-Handles day to day work challenges confidently 

 

MANAGEMENT KEY COMPETENCIES REQUIRED

·         Strategic Ability

- Keeps abreast of important trends that impact the industry, business or organization (technological, competitive, social, economic, etc.)

-Considers a broad range of internal and external priorities when making decisions or solving problems

-Comprehends and utilizes knowledge of competitors’ business when making strategic decisions

·         Business Acumen

-Exhibits awareness of business issues, processes and outcomes and their impact on the organization’s/department’s direction and goals.

-Remains informed about the industry and how changes might impact the organization

-Understands the key functions of various departments and how they inter-relate; Utilizes appropriate channels and processes

-Researches, investigates, analyzes and draws conclusions from facts and trends

·         Management & Leadership

-Provides clear directions and priorities; delegates tasks appropriately

 

-Ensures adequate resources and support are available to achieve goals

-Routinely provides feedback on performance and uses effective coaching and counseling techniques

-Cultivates the strengths of associates, coaches towards achievement, and sets plans for improvement

-Recognizes ability, mentors and provides developmental opportunities to associates for career growth

-Creates an open, positive and productive work environment where associates have the opportunity to succeed

-Understands how to separate and combine tasks into efficient and effective workflow

·         Fiscal Responsibility

-Develops annual budget for area of responsibility

-Monitors performance to budget & participates in quarterly re-forecasting

-Controls costs (i.e. schedule adherence for o/t; absorptions; personal travel expenses; supply ordering)

-Is timely in all reporting required (expense reports, accounts payable, monthly variance reporting)

Interested candidates should email their resume to recruiting@globusfamily.com