Business Development Director, Research

Northstar Travel Media LLC

5d • $100,000 - $140,000 • Remote

About The Position

The Business Development Director is responsible for driving revenue growth across Phocuswright’s travel research portfolio. The role focuses on expanding the client base, increasing adoption of research products and positioning Phocuswright as the industry’s authoritative source for data-driven insight. Success in this role is defined by the ability to identify new opportunities, build senior-level client relationships and convert insight into long-term commercial impact.

This is a remote position and is open to candidates based in the United States. We also have an office in Rutherford, New Jersey and New York City for those who favor being in an office a few days a week.

Requirements

• Bachelor's degree in business, marketing, or a related field or relevant experience in a similar role
• A minimum of 5-7 years of research sales within the travel, travel technology or B2B sector
• Familiarity with research methodologies and data analysis techniques
• Strong understanding of the travel industry ecosystem, including knowledge of key players, market dynamics, and emerging trends
• Excellent communication, presentation, and negotiation skills with the ability to articulate complex concepts and influence stakeholders effectively
• Demonstrated ability to build and nurture relationships with clients, industry partners, and internal teams
• Results-oriented mindset with a proven ability to meet and exceed sales targets and objectives
• Strong analytical and strategic thinking capabilities, with the ability to identify opportunities, develop innovative solutions, and drive business growth
• Self-motivated, proactive, and highly organized with the ability to work independently and thrive in a dynamic environment
• Proficiency in using Salesforce or other CRM software and Microsoft Office suite
• Willingness to travel as needed for client meetings and industry events

Nice To Haves

• Navigates complex buying cycles to consistently drive revenue
• Sells with confidence to both C-suite executives and operational teams
• A strategic thinker who can translate market signals into actionable sales opportunities
• A firm believer in the importance of data, information and connection to steer strategy and inform decision-making
• Learns continuously to keep abreast of ever-changing information essential to retaining our leading market position and driving commercial growth
• Collaborates, contributes and mentors across a global team of talented, intelligent, motivated colleagues

Responsibilities

• Achieve annual sales and renewal targets while contributing to long-range planning for research revenue growth
• Build and maintain a strong sales pipeline by proactively generating leads, qualifying prospects, and pursuing new business opportunities
• Identify, engage and convert potential clients and partners including travel companies, hospitality providers, online travel agencies, tour operators, and other relevant organizations
• Lead contract negotiations with research customers, ensuring mutually beneficial agreements and favorable terms
• Deliver compelling presentations, product demonstrations, and proposals to prospective clients, showcasing the value and benefits of our travel research offerings
• Develop deep subject-matter expertise in Phocuswright’s research methodologies, syndicated studies, custom research capabilities, data platforms, and analyst insights to serve as a trusted advisor to clients
• Develop, manage and identify opportunities for efficiency by collaborating with the customer success team -- including renewals and customer concierge inquiries
• Collaborate closely with cross-functional teams, including marketing, research, and client services, to provide valuable feedback and customer insights to help achieve product-market fit
• Conduct thorough market research and analysis to identify industry trends, customer needs, and competitive landscape to tailor sales approaches and value propositions
• Deliver compelling presentations, product demonstrations, and proposals to prospective clients, showcasing the value and benefits of our travel research offerings
• Stay updated on industry developments, market dynamics, and emerging trends in the travel research sector to proactively identify new revenue streams and business opportunities
• Represent Phocuswright at relevant industry events, conferences, and trade shows to network, build relationships, and represent the company as a trusted authority in travel research

Benefits

• We offer a wide variety of benefit plans, programs, and perks to ensure that our employees can choose the options right for them.
• Northstar contributes heavily toward insurance plan premiums, and we provide a generous paid time off package.
• Our offerings are extensive, covering a wide range including a variety of health and dental plans, company-paid life insurance, 401k, and summer Fridays, to name just a few.
• The annual base salary range for this role is $100,000-$140,000 and is commensurate with experience.
• From educational training and mentorship programs to industry conferences and events, Northstar Travel Group employees have a wide variety of opportunities for career growth and advancement.
• Traveling through career paths enables employees to achieve a fulfilling and rewarding career.

What This Job Offers

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