Note: The job is a remote job and is open to candidates in USA. Kensington Corporate is focused on enhancing the corporate travel experience by providing tailored programs and advanced analytics. They are seeking a Business Development Manager to drive business growth and profitability through a consultative sales approach, managing the entire sales cycle and building relationships with clients.
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
Skills
- 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
Benefits
- Employees have the opportunity to participate in incentive programs and compensation tied to business and individual performance.
- We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If you require accommodation due to a disability at any stage of our hiring process, please advise us when completing your application.
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