Business Development Manager

Black Diamond Group • Scottsdale, AZ

10d • Onsite

About The Position

Spencer Corporate Travel North America, a LodgeLink company, is seeking a Business Development Manager to grow its corporate travel management business across North America. The role introduces prospective clients to a high-touch travel-management model and helps them understand the value of experienced planning, responsive support, traveler care, policy guidance, and human assistance when itineraries or travel conditions become complex. The successful candidate will build new relationships, develop a sales pipeline, and convert targeted prospects into long-term clients while working with LodgeLink’s commercial team, marketing, operations, travel advisors, and client-facing teams.

This is an in-office role reporting to the GM, Spencer Corporate Travel, North America. The role combines new-business development, market development, consultative solution design, relationship management, account growth, and industry engagement. The Business Development Manager will manage opportunities from initial outreach through negotiation, close, onboarding handoff, and early client engagement; collaborate with service teams to ensure proposed solutions can be delivered; and travel to client sites and events as needed.

Requirements

• At least 3 years of B2B sales, business development, account executive, account management, or corporate travel sales experience.
• Proven success identifying, pursuing, and closing new business opportunities.
• Experience selling services, solutions, programs, or consultative offerings to business decision-makers.
• Strong relationship-building skills and the ability to earn trust quickly and maintain long-term professional relationships.
• Excellent discovery, listening, presentation, negotiation, and written communication skills.
• Ability to articulate a value proposition clearly and tailor messaging to different audiences.
• Demonstrated success selling within SMBs.
• Strong commercial judgment and comfort with revenue targets, pipeline management, sales forecasting, and opportunity prioritization.
• Experience using Salesforce or another CRM to manage activities, opportunities, contacts, and forecasts.
• Comfort working in a growing business environment where structure is developing and the role may evolve as the company scales.
• Willingness to travel for client meetings, industry events, conferences, and internal team meetings as needed.

Nice To Haves

• Experience in corporate travel, travel management, TMC sales, travel agency sales, hospitality, workforce travel, or professional services.
• Existing relationships in corporate travel, executive travel, travel procurement, HR, finance, operations, or administrative leadership communities.
• Familiarity with corporate travel programs, travel policy, traveler profiles, duty of care, supplier relationships, online booking tools, GDS environments, reporting, and service-level expectations.
• Experience selling to companies with complex travel needs, distributed teams, remote operations, project-based workforces, executive travelers, or high-service expectations.
• Understanding of industries commonly served by LodgeLink and Spencer, including energy, construction, infrastructure, telecom, mining, transportation, emergency response, industrial services, and related sectors.
• Experience building a territory, launching a new market, or helping grow an emerging business unit.

Responsibilities

• Identify, qualify, and pursue new corporate travel prospects across targeted industries, geographies, and client segments.
• Build and manage a disciplined sales pipeline focused on companies with executive, leadership, corporate, project-based, or complex travel needs.
• Conduct prospect outreach through calls, email, networking, referrals, industry groups, events, LinkedIn, and partner introductions.
• Lead discovery conversations about prospects’ travel programs, traveler profiles, pain points, service expectations, supplier models, policy needs, and decision-making processes.
• Develop tailored value propositions explaining how Spencer Corporate Travel North America can improve traveler experience, reduce friction, strengthen duty of care, and improve travel-program visibility.
• Prepare and deliver presentations, proposals, sales materials, and business cases.
• Manage opportunities from initial contact through proposal, negotiation, close, onboarding handoff, and early-stage client success.
• Track prospect, opportunity, activity, decision-maker, next-step, and forecast information in Salesforce.
• Help define and grow the company’s presence in priority markets and client segments.
• Research industries, companies, networks, and commercial relationships where the company’s travel-management model can provide value.
• Work with LodgeLink commercial teams to identify corporate travel opportunities that complement existing client relationships without distracting from LodgeLink’s workforce travel focus.
• Monitor market conditions, competitor positioning, client buying behavior, and corporate travel trends.
• Provide leadership with feedback on pipeline movement, prospect objections, pricing considerations, service expectations, and emerging opportunities.
• Support go-to-market planning, campaign development, event participation, sales enablement, and product demonstrations.
• Use a consultative sales approach to understand the operational realities behind clients’ travel needs and translate pain points into practical solutions.
• Collaborate with operations and travel advisor teams to ensure proposed solutions are realistic, serviceable, and aligned with service standards.
• Work with internal teams to shape client-specific onboarding plans, service models, communication protocols, reporting expectations, and escalation paths.
• Travel to client sites and industry events as needed to deepen relationships and close opportunities.
• Build trusted relationships with client decision-makers, travel arrangers, executive assistants, finance and HR contacts, operations leaders, and other corporate travel stakeholders.
• Maintain post-sale engagement early in the client lifecycle, ensuring expectations are met and capturing improvement opportunities.
• Identify growth opportunities within acquired accounts, including additional traveler groups, departments, divisions, regions, or service needs.
• Partner with Account Management and Travel Operations to support client retention, satisfaction, and long-term growth.
• Conduct periodic client business reviews as appropriate, addressing service performance, traveler feedback, savings opportunities, policy alignment, and future needs.
• Represent Spencer Corporate Travel North America at industry events, networking functions, conferences, trade associations, and client meetings.
• Build market awareness of Spencer Corporate Travel North America as a high-touch corporate travel management partner.
• Support marketing and communications by sharing prospect insights, client themes, competitive intelligence, and success stories.
• Develop and maintain professional relationships with relevant partners, suppliers, associations, and referral sources.

Benefits

• Competitive compensation package, including short- and long-term incentives.
• Share Appreciation Rights program for salaried employees.
• Paid vacation days and sick days.
• Employee charitable donation program.
• Hotel and travel discounts.
• Comprehensive benefits options, with cost-sharing between the company and the employee.
• 401K matching program.
• Career growth and development support.
• Diverse and inclusive team.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed