The Outside Sales Manager will be based at Zegrahm Expeditions and support two Travelopia brands including:
Zegrahm Expeditions, an adventure travel company that takes inquisitive explorers to the farthest corners of the globe on all seven continents.
International Expeditions, a leader in small group nature travel with a focus on high-end natural history and cultural experiences.
Our ideal candidate has a proven ability to develop and manage key affinity, wholesale accounts and motivate a business development team targeting the travel agent channel to achieve individual and company targets. The role must be able to measure, monitor and hold themselves and the Business Development Managers (BDMs) accountable for activities and sales results. The Outside Sales Manager is comfortable and well versed in making lead qualification calls and effectively presenting the company’s value proposition as well as coaching the team to do the same. They will work closely with the Inside Sales and Guest Services Manager as well as the Operations and Marketing Departments to coordinate an integrated approach across Zegrahm Expeditions and International Expeditions to appropriately target each brand's product set to the appropriate customer segment.
Create and execute a strategic plan to grow third party distribution.
Develop a calling strategy to achieve sales targets for each brand that prioritizes agencies and accounts by productivity and potential.
Negotiate distribution contracts with key partners in collaboration with Sales Director, CFO and/or Managing Director.
Hire, train, develop and manage Zegrahm Expeditions and International Expeditions BDMs to achieve revenue targets and to cultivate and grow the travel agent market.
Track sales performance for outside sales channel and implement methods to course correct if targets or ratings are not being achieved.
Collaborate with Finance & HR to design and implement effective incentive programs.
Manage Affinity Group allotments by coordinating with Accounting and Inside Sales to ensure accurate available inventory is reflected in the reservation system for partners.
Collaborate with Inside Sales and Guest Services Manager to achieve excellent client satisfaction ratings and coordinate with the Sales Director to improve the guest experience.
Coordinate with Marketing and Sales Director to effectively utilize CRM system to track and grow wholesale, travel agent and affinity markets.
Collaborate with Marketing to develop annual marketing plans for this channel and monitor and manage marketing budget for this channel in collaboration with Marketing.
Coordinate with Marketing regarding the creation of sales presentations, collateral, trade shows and webinars to leverage this channel.
Conduct regular webinars and sales events with BDMs.
Serve as primary point of contact for key accounts, travel agent consortia and wholesalers as outlined by the Sales Director.
Develop and participate in FAM opportunities for channel to drive strategic growth.
Collaborate with Marketing to provide guest feedback for marketing enhancement and identify sales opportunities in need of additional marketing support.
Works in conjunction with marketing and BDMs to plan and execute consortia events.
Coordinate with Inside Sales and Guest Services Manager the response for all customer service issues for this channel.
Collaborate with Marketing to develop and maintain a highly personalized and customer focused sales process.
Minimum 5 year’s experience in luxury goods or services in a sales role as an individual producer and supervisor. Travel or hospitality experience helpful.
Demonstrated success in B2B sales, key account development and third-party channel sales growth.
Experience working with travel consortia such as Virtuoso, Signature helpful or similar B2B sales umbrella organization.
Experience must include having hired, trained, motivated and managed an outside sales team to meet or exceed their sales goals.
Experience in serving third party key account relationships to expand sales is required.
Knowledge of travel industry terminology and sales processes is helpful but not required.
Requires extremely strong oral, aural and written communication skills.
Requires computer skills including hands on experience with email, browsers, word processing, spreadsheet, basic database knowledge and sales presentation tools.
Demonstrated creative problem solver.
A positive attitude and desire to work collaboratively with at team of passionate individuals who care deeply about the company’s mission.
Strong passion for travel and global experiences desired.
Zegrahm Expeditions has a passion for discovering the world. For over 25 years, Zegrahm has been taking inquisitive explorers to the farthest corners of the globe on all seven continents. Led by expert guides and lecturers, Zegrahm itineraries are all-inclusive, carefully crafted and weave together the world’s most inspiring and remote locations into one-of-a-kind itineraries.
Zegrahm Expediti...ons is a member of Travelopia, which is the world's largest collection of specialist travel brands. Each brand is individually operated, creating unique experiences that are centered around specific destinations, passions or interests.