Business Development Manager

Range Group is a company that believes in the power of professional travel advisors and invests in social impact through its foundation. They are seeking a Business Development Manager to drive business growth by executing sales plans, managing new accounts, and increasing brand awareness through strategic market participation.

Responsibilities:

• Target potential small and mid-market (< $3M) Corporate clients
• Conduct preliminary research on potential clients to maximize effectiveness of sales process and develop relevant segmentation
• Analyze target markets and identify prospective business; initiate and own the sales relationship with prospective buyers
• Build relationships with travel vendors and existing clients to generate leads and referrals
• Participate in regular one-on-ones to keep team informed of opportunities and warm leads
• Generate new customer contacts each month to achieve personal sales goals
• Create and deliver sales proposals each month to achieve personal sales goals
• Drive the overall value proposition on all opportunities by using selling skills and strong story telling during the sales cycle; sell the value of other areas not in area of primary responsibility (e.g. M&E, Leisure)
• Oversee the end-to-end process of the deal, including strategy setting, sales presentations, proposal development, contract negotiations (including financial terms and conditions), and engage leadership team to ensure alignment in each opportunity; as the account relationship owner you will ensure that client satisfaction is met, and Kensington’s goals are considered
• Build and manage a rolling pipeline as defined by leadership strategy with opportunities that will close during the fiscal year
• Keep potential clients informed of new products, services and operating changes
• Follow up on client contacts with appropriate correspondence and direct mail
• Ensure smooth collaboration/hand-off of new business to the Implementation, Operations, and Client Services teams. Lead the ramp-up and upselling
• Coordinate sales operations with all other departments/divisions of the Company
• Maintain accurate records and up-to-date client information on all prospects, target accounts, and new clients through the CRM tool
• Perform other duties as assigned

Requirements:

• Minimum 3 years of experience in a business development position with a travel company that provides full service corporate travel solutions (air, hotel, car rental etc)
• A track record of closing sales and exceeding sales target
• Hunter mindset with strong contract negotiation skills in both short and long sales cycles
• Has a roll-up your sleeves approach with the flexibility to move quickly and navigate a large and complex marketplace
• Excellent communication skills and persuasive skills with proven ability to influence external prospects
• Naturally curious with a strong determination to work around obstacles
• Takes ownership, initiative and is self-directed with excellent organizational and time management abilities
• Consultative selling and client relationship development experience, with proven success
• Collaborative and confident with sound judgment
• Professional and polished presentations skills and can quickly generate trust with executive stakeholders
• Unquestionable integrity, high energy and a sense of urgency
• Embraces challenge and has the desire to be a part of a fast-growing company where the only constant is change
• A results-driven and forward-looking perspective. Holds self and others accountable
• Microsoft Office products (Excel, PowerPoint, Word)
• Working knowledge of CRM tools
• This role requires approximately 20% travel
• Post-secondary education in a related business field preferred