[Hiring] Director, North America Field Sales @Windstar Cruises

Role Description

The Director, North America Field Sales is responsible for managing domestic USA and Canadian field Regional Sales Managers and achieving the assigned sales targets for Travel Agency sourced bookings. They are also responsible for the day-to-day relationships and overall growth of assigned roll-up accounts. Additional responsibilities include supporting the Vice President Sales with departmental wide initiatives. This role is remote/field based.

• Directly responsible for the travel agent sourcing channel to achieve assigned revenue targets and goals.
• Manage the USA and Canadian Regional Sales Manager team.
• Assess, monitor and report account opportunities and issues to senior management.
• With the RSM’s, develop internal account plans to define key tactics to grow accounts including:
  • Contract negotiation
  • Level of account engagement
  • Training requirements
  • Conference planning
  • Competitive supplier relationships
  • Promotional offer support
  • Marketing support needs
• Develop written sales and marketing plans to achieve growth targets with each Club 180 account.
• Collaborate with Marketing, Inventory and Vacation Planning departments to achieve account needs.
• Represent Windstar at national and regional sales conferences as well as overarching industry sales events as assigned by the VP, Sales for North America.
• Own the adoption of Hubspot CRM, develop dashboards and reporting, and work with RSM’s on utilizing the data and learning from the same to create sales and account strategies.
• Ensure RSM’s are recording sales activity within Hubspot CRM and work with RSM’s on territory and account management and efficient sales territory coverage.
• Monitor sales performance of RSM’s and provide regular feedback and coaching.
• Personally manage account relationships with assigned roll-up accounts which cross territory lines.
• Synergize efforts of the Inside Sales Representative and ensure RSM’s follow-up on leads received from this individual.
• Conduct Webinars for training sessions/seminars.
• Solicit consortia group business at the highest possible yield.
• Attend the weekly commercial and sales meetings providing suggestions on sales opportunities to ensure the company achieves revenue goals.
• Maintain, update, and assist in the development of formalized sales processes and procedures together with the Vice President of North America Sales and Sales Operations Director.
• Support the Vice President of North America Sales in overall departmental initiatives.
• Monitor competitor products, sales and marketing activities and report back to commercial teams.
• Maintain a professional personal image and well aligned brand position.
• Record sales activity and ensure we are maximizing technology adoption to ensure RSM’s can scale and reach their sales revenue targets.
• Must be willing to work weekends and evenings if required.

Qualifications

• 5+ years of demonstrated success selling within travel industry.
• College Degree preferred.
• Sales and Marketing oriented.
• Must have an understanding of the sales process, including:
  • Commission structures
  • Marketing plans
  • Incentives
  • Overrides
  • Group sales
• Technologically savvy and able to train and engage team to adopt new tools and processes.
• Understand and able to explain concepts to travel industry clients.
• Maintain current and future customer relationships.
• Understand yield management, selling vs. price.
• Excellent communication, interpersonal, organizational and planning skills.
• Valid Passport with ability to travel internationally with no restrictions.
• Extensive Travel Required.
• Proven analytical and problem-solving skills.
• Works with minimal supervision, adhering to overall company policies.
• Utilize company issued equipment such as laptop, tablet, mobile devices and their accessories as required in all travel and other work environments.
• Ability to identify, prioritize and execute tasks to meet critical project deadlines.
• Must possess strong initiative and a friendly, positive demeanor.
• Must be comfortable with using phone, text, and email on a daily basis to support and communicate with consortia, house account, and other miscellaneous preferred sales partners in lieu of face-to-face contact.
• Strategically focused and able to work in a fast paced environment.
• Motivated self-starter with integrity and strong work ethic.

Benefits

• Medical, Dental & Vision
• HSA & FSA
• Life & Disability
• Accident, Hospital & Critical Illness
• Pet Insurance
• Vacation, Sick Time and paid Holidays
• 401(k) with Company Match
• Employee Assistance Plan
• Education Assistance
• Employee Discounts & Travel Deals