Business Development Manager

Black Diamond Group • Scottsdale, AZ

25d • Onsite

About The Position

Spencer Corporate Travel North America 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 service model and helps organizations understand the value of experienced travel planning, responsive support, traveler care, and guidance through complex itineraries and disruptions.

Working with LodgeLink’s commercial team, marketing, operations, travel advisors, and client-facing teams, the manager will build a sales pipeline, develop new relationships, and convert targeted prospects into long-term clients. The role combines new business development, consultative solution design, market development, client relationship building, and industry engagement. It is an in-office position in Scottsdale, Arizona, reporting to the GM, Spencer Corporate Travel, North America. Travel to client sites and industry events is required 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 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, and industrial services.
• Experience building a territory, launching a new market, or growing 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 organizations with executive, leadership, corporate, project-based, or complex travel needs.
• Conduct 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, suppliers, policy needs, and decision-making processes.
• Develop tailored value propositions, 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 business’s presence in priority markets and client segments; research relevant industries, companies, networks, and commercial relationships.
• Coordinate with LodgeLink commercial teams to identify complementary corporate travel opportunities while supporting LodgeLink’s core workforce travel focus.
• Monitor market conditions, competitor positioning, client buying behaviors, and corporate travel trends; provide leadership with feedback on pipeline, objections, pricing, service expectations, and opportunities.
• Support go-to-market planning, campaign development, event participation, sales enablement, and product demonstrations.
• Translate prospect needs into practical solutions involving advisor support, travel policy guidance, traveler care, reporting, supplier coordination, escalation management, and duty-of-care considerations.
• Collaborate with operations and travel advisor teams to ensure proposed solutions are realistic, serviceable, and aligned with service standards.
• Help 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 and stakeholders involved in corporate travel.
• Maintain post-sale engagement during the early client lifecycle and identify opportunities to improve service and grow newly acquired accounts.
• Partner with Account Management and Travel Operations to support client retention, satisfaction, and long-term growth.
• Conduct periodic client business reviews covering 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 the company and maintain relationships with relevant partners, suppliers, associations, and referral sources.
• Support marketing and communications by sharing prospect insights, client themes, competitive intelligence, and success stories.

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 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