Sales Development Manager (Canada)

Purpose

The Sales Development Manager (SDM) is responsible for generating business through the development of close relationships with the travel agent channel in USCA. Priority focus of the role is to execute Key Retail Account plans as developed by the Key Account Team. In addition, the SDM is responsible for growing RM business with existing retail partners and developing new travel agency relationships in order to grow the business. This is a full-time role requiring extensive travel throughout the assigned geographic sales territory.

The ideal candidate will be residing in Eastern Canada (Ottawa, Montreal or Quebec) or Western Canada (Greater Vancouver Area).

Key Areas of Accountability

Account Management

• Execute against the plans developed by the Key Account Management team.
• Develop business through relationship building with retail accounts within assigned territory to meet and exceed KPI targets.
• Successfully manage existing travel agency relationships and deepen the partnerships to grow both FIT and Groups business.
• Work with Senior Manager, Sales to formulate and execute a territory specific plan to deliver against the Key Account plans and other, more localized business development opportunities.
• Identify new business development opportunities within the territory.
• Build sales campaigns to drive bookings and revenue via territory account base.
• Manage the analysis of territory and marketplaces by monitoring the market/competition, analyzing industry trends, company results and economic climate.
• Support and achieve aggressive growth targets of the brand
• Identify and increase market penetration within retail accounts

Sales Operations Management

• Work closely with Rocky Mountaineer's sales colleagues across USCA and Package Groups teams to leverage and share best practices to drive FIT and Groups business within travel agency channel (both Direct and Indirect distribution models)
• Develop business plans, sales strategies, budgets, and corresponding business cases for targeted market trade partners.
• Attend and participate in a variety of sales conferences, trade shows, marketplaces, familiarization tours, training and industry events as required to broaden product awareness, educate, and generate sales of Rocky Mountaineer rail routes in Canada and the USA
• Prepare proposals, presentations and supporting documents for use in the solicitation and closing of business
• Provide feedback and input on programs, strategies, and tactical marketing & sales initiatives
• Responsible for accurate, timely, insightful revenue and business trend forecasting
• Provide timely feedback of general marketplace conditions and competitive activity within assigned channels
• Demonstrate market insight through solution implementation and sustainment
• Analyze competitors and sources of competitive advantage
• Ensure accurate processing of all information generated from sales activities
• Generate and log sales activities in Salesforce
• Ensure the proper brand message is delivered in all materials
• Identify and target competitive prospects and plan strategy to increase market share

Relationship Management

• Maintain positive and constructive relationships with other Managers, employees, customers, and a variety of suppliers and industry partners
• Ensure complete and on-going knowledge of the Company's policies, procedures, and products
• Maintain positive and constructive cross-departmental relationships and communication
• Perform other duties as assigned within the relevant expectations of the position
• Ensure clients keep Rocky Mountaineer top of mind in their sales and marketing efforts
• Initiate, build, and maintain long-term relationships with clients
• Exhibit 'One Team' values partnering across USCA team and collaborating with other functional areas of the business.
• Drive for results - foster collaboration and strengthen others to execute consistently.
• Make values visible - act with uncompromising honesty, integrity and ethics
• Energize others - set an example, recognize contributions and celebrate accomplishments

Qualifications

Education/ Certification/ Licenses

• Post-Secondary education and experience in the Travel/Tourism industry (a four-year degree is preferred)

Experience

• 5-10 Years Prior travel industry sales experience preferred
• Experience in relationship building through combination of in person, virtual and over the phone interactions
• Proven track record of success in achieving goals and exceeding targets

Skills

• Relationship builder with the ability to influence
• Strong presentation and training skills, both in person and via webinars
• Excellent verbal and written communication skills
• Broad general business knowledge with excellent business judgment and decision-making skills
• Professional and polished
• Skilled at tailoring and targeting communication to both internal and external audiences
• Creative and resourceful
• Relentlessly pursue excellence

Attributes

• Strong critical thinking and analytical skills
• Knowledge of Salesforce, Concur and PowerBI would be an asset
• Demonstrated ability to define business potential and utilize analytics to uncover sales opportunities

Work Environment

• Ability to travel within the USA and Canada
• Ability to work evenings and weekends
• A valid driver's license and access to use of a reliable personal vehicle is required
• Up to 50% travel is required for this role

Compensation

• The base salary offered for this role is $82,000 - $95,000 per annum and can vary based on job-related expertise, qualifications, experience and internal equity.

• Eligible for Rocky Mountaineer's Bonus Program

Eligible Benefits

Rocky Mountaineer supports our team members' health and wellness by providing a comprehensive medical plan with 100% employer paid premiums, some of which includes:

• Medical, Dental, Vision, Life Insurance
• Short term disability, long term disability, and Accidental Death & Dismemberment policy
• Travel emergency assistance
• Vacation time, sick time and company holiday pay
• Upto 5% RRSP and/or TFSA match
• Two complimentary annual train tickets after first year of employment.

Rocky Mountaineer is an equal opportunity employer, driven by our values of creating meaningful moments, being one team and achieving extra ordinary outcomes. Our strong company culture supports our vision of a diverse, open, safe, and respectful workplace. We celebrate diversity and are committed to creating an inclusive environment for all team members.

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