Business Development Manager

Range • Canada, KS

16d • $75,000 - $90,000 • Onsite

About The Position

At Range Group, we believe in the power of the professional travel advisor and represent over $4.5 billion in annual travel sales. Our investments are based on the thesis that travel advisors add real value to a trip when equipped with technology and 24/7 support. The Range Foundation channels 10% of group profits to social impact initiatives. Kensington Corporate is seeking Business Development Managers to drive business growth and profitability by identifying opportunities using a consultative sales approach. This is an outside sales role requiring outside field sales work. The Business Development Manager will strategically lead the entire sales cycle, including lead qualification, proposal/RFP responses, and closing, while managing new accounts and ensuring efficient onboarding. They will also drive market presence by identifying and participating in events that increase brand awareness.

Requirements

• 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.

Nice To Haves

• Post-secondary education in a related business field preferred.

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.

Benefits

• Competitive compensation package with a strong pay for performance rewards approach.
• Opportunity to participate in incentive programs and compensation tied to business and individual performance.
• Employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree