AVP, Travel Sales

AAA-The Auto Club Group • Raleigh, SC

15d • $160,000 - $210,000 • Remote

About The Position

The Auto Club Group is seeking an Assistant Vice President, Travel Sales, who will report directly to the Vice President of Travel. This leader will be responsible for guiding the travel sales organization to achieve strong, profitable growth. The role includes setting strategic direction, building and developing high‑performing teams, and driving transformation to ensure our travel agency becomes easier to do business with, more competitive, and well-positioned for the future of travel. A DAY IN THE LIFE of an Assistant Vice President, Travel Sales Strategy Growth & Business Planning Develop and own a clear travel sales strategy aligned with company goals and travel‑industry trends. Build multi‑year growth plans for each sales channel (including branch, call center, virtual, independent, air desk and emerging channel) with targets for passengers, member satisfaction, conversion, member penetration, sales, revenue, margin, staffing, productivity, and other relevant metrics. Identify new distribution opportunities and partnerships that expand our reach and member value. Sales Performance & Operational Excellence Lead a comprehensive transformation of travel sales, with a strong focus on breaking down silos and building one integrated team. Design simple, effective sales processes and workflows that support consistent, high‑quality customer experiences. Build and manage a practical KPI framework (e.g., leads worked, conversion, productivity, margin) and use it to coach performance and guide decisions. Analyze results, explain variances, and quickly adjust plans to stay on track. Deliver growth and profit goals for Travel, Membership and Credit Card products. People Leadership & Talent Development Lead, inspire, and develop a large, multi‑site, omni‑channel sales team, including leaders and travel agents. Elevate leadership capability, clarify roles, and manage capacity so leaders can focus on coaching, performance, and transformation work. Partner with HR to design compensation, career paths, and recognition programs that attract and retain high‑performing travel agents, including experienced hires. Create and oversee coaching programs led by travel subject matter experts, with clear goals for speed‑to‑productivity and skills development. Grow Travel Agent productivity and retention. Understand and ensure implementation of ACG Policies and Procedures. Cross-Functional Collaboration & Go-to-Market Execution Champion the effective use of CRM, booking platforms, sales enablement tools, analytics, and AI to improve sales productivity, market competitiveness, and customer experience. Drive adoption of new tools and workflows, especially among tenured agents, using clear expectations, training, and coaching. Work with IT and vendors to stabilize key systems, reduce selling disruptions, and prioritize enhancements that help agents sell more effectively. Collaboration and Go‑to‑Market Execution Partner with Marketing, Product, and Operations to align campaigns, offers, and service delivery with sales goals, plans, and member needs. Increase growth and agility by supporting quick, test‑and‑learn campaigns for key travel segments and seasons. Ensure end‑to‑end alignment between lead generation, lead management, sales execution, and post‑trip experience. Culture, Change Leadership & Organizational Alignment Build a strong culture of accountability, collaboration, and customer focus across all travel sales teams. Clearly communicate the vision for travel and connect agents’ daily work to member value and company strategy. Involve sales leaders and agents in designing workflows and customer engagement models to increase buy-in and quality of solutions. Migrate capacity across sales channels to capture profitable growth. Industry Engagement & External Partnerships Stay current on travel industry trends, regulations, and best practices (industry growth drivers, competitive trends, emerging technology, and industry requirements such as ARC,IATAN, and Travel Agent responsibilities). Represent the company with key suppliers, national associations, and industry work groups to advance our interests and gain insight into market dynamics.

Requirements

• Bachelor’s degree in Business, Marketing, Travel, or related field; equivalent experience considered.
• 8+ years of progressive leadership in travel sales, travel distribution, or closely related fields.
• Proven success leading multi‑channel travel sales teams to deliver revenue and margin growth.
• Demonstrated experience designing and executing sales strategies, processes, and incentive plans.
• Experience using CRM, booking platforms, analytics, and/or AI‑enabled tools to improve sales performance.
• Strong skills in change management and transformation, including leading tenured teams through new tools and ways of working.
• Excellent communication, coaching, and collaboration skills, with the ability to influence senior leaders and frontline teams.

Nice To Haves

• Experience leading in digital and virtual environments, with the ability to guide both remote teams and in‑branch travel agents.
• Familiarity with AI tools that enhance sales productivity and customer experience.
• Proven success leading virtual teams and coaching travel agents across multiple channels, including branch, call center, and hybrid models.
• Experience supporting future‑state operating models where branch travel agents flex across channels, with an understanding of commission‑structure implications.
• Strong cross‑functional collaboration skills.
• Certified Travel Counselor (CTC) or similar industry credential.
• Experience redesigning compensation, training programs, or organizational structures within a sales environment.
• Background in membership‑based or multi‑product organizations where travel drives member value and retention.

Responsibilities

• Develop and own a clear travel sales strategy aligned with company goals and travel‑industry trends.
• Build multi‑year growth plans for each sales channel (including branch, call center, virtual, independent, air desk and emerging channel) with targets for passengers, member satisfaction, conversion, member penetration, sales, revenue, margin, staffing, productivity, and other relevant metrics.
• Identify new distribution opportunities and partnerships that expand our reach and member value.
• Lead a comprehensive transformation of travel sales, with a strong focus on breaking down silos and building one integrated team.
• Design simple, effective sales processes and workflows that support consistent, high‑quality customer experiences.
• Build and manage a practical KPI framework (e.g., leads worked, conversion, productivity, margin) and use it to coach performance and guide decisions.
• Analyze results, explain variances, and quickly adjust plans to stay on track.
• Deliver growth and profit goals for Travel, Membership and Credit Card products.
• Lead, inspire, and develop a large, multi‑site, omni‑channel sales team, including leaders and travel agents.
• Elevate leadership capability, clarify roles, and manage capacity so leaders can focus on coaching, performance, and transformation work.
• Partner with HR to design compensation, career paths, and recognition programs that attract and retain high‑performing travel agents, including experienced hires.
• Create and oversee coaching programs led by travel subject matter experts, with clear goals for speed‑to‑productivity and skills development.
• Grow Travel Agent productivity and retention.
• Understand and ensure implementation of ACG Policies and Procedures.
• Champion the effective use of CRM, booking platforms, sales enablement tools, analytics, and AI to improve sales productivity, market competitiveness, and customer experience.
• Drive adoption of new tools and workflows, especially among tenured agents, using clear expectations, training, and coaching.
• Work with IT and vendors to stabilize key systems, reduce selling disruptions, and prioritize enhancements that help agents sell more effectively.
• Partner with Marketing, Product, and Operations to align campaigns, offers, and service delivery with sales goals, plans, and member needs.
• Increase growth and agility by supporting quick, test‑and‑learn campaigns for key travel segments and seasons.
• Ensure end‑to‑end alignment between lead generation, lead management, sales execution, and post‑trip experience.
• Build a strong culture of accountability, collaboration, and customer focus across all travel sales teams.
• Clearly communicate the vision for travel and connect agents’ daily work to member value and company strategy.
• Involve sales leaders and agents in designing workflows and customer engagement models to increase buy-in and quality of solutions.
• Migrate capacity across sales channels to capture profitable growth.
• Stay current on travel industry trends, regulations, and best practices (industry growth drivers, competitive trends, emerging technology, and industry requirements such as ARC,IATAN, and Travel Agent responsibilities).
• Represent the company with key suppliers, national associations, and industry work groups to advance our interests and gain insight into market dynamics.

Benefits

• Medical, dental and vision benefits
• 401k Match
• Paid parental leave and adoption assistance
• Paid Time Off (PTO), company paid holidays, CEO days, and floating holidays
• Paid volunteer day annually
• Tuition assistance program, professional certification reimbursement program and other professional development opportunities
• AAA Membership Discounts, perks, rewards and much more

What This Job Offers

• Job Type: Full-time
• Career Level: Executive