Job Description â Manager, Sales & Market Development, Americas ...
Job Description – Manager, Sales & Market Development, Americas & Europe Title Manager, Sales & Market Development, Americas & Europe Reports To Chief Marketing and Distribution Officer Summary The Manager, Sales & Market Development is an account executive position responsible for promoting and selling Greater Victoria as a tour and travel destination through innovative sales and marketing efforts. The primary responsibility of this role is to identify and target key, high volume travel operators and intermediaries and manage all aspects of the customer relationship. These duties include managing the sales funnel from needs assessment to facilitating negotiations to product and content delivery; all with the end intent of increasing our member product availability and visibility in both traditional and digital distribution systems. This role will have a strong understanding of information communication technologies (ICT’s), online and content driven digital platforms and will work to ensure visibility of strong Greater Victoria travel product and content throughout the traditional and digital distribution systems. Job Duties • Analyze, research and prioritize key geographies and key account clusters within assigned market area’s. • Build a yearly sales plan and key account strategy throughout assigned geographic markets to influence sales and increase overnight group and FIT visitation to Victoria. • Actively prospect new customers, intermediaries and sales opportunities in efforts to build additional shelf space and distribution of destination product. • Identify and maintain regular sales contact with key account tour operators and intermediaries; continuously pursue new travel trade leads to build visitation to the area. • Conduct needs assessments with customers and work with them on all aspects of product delivery from required product to content and marketing opportunities. • Aggressively build shelf space, influence distribution and gain incremental Global Distribution System platform visibility of Greater Victoria travel product, supported fully with digital content and marketing materials as needed. • Provide digitally focused, interface ready destination content to key intermediaries. • Proactively lead member sales teams into high volume geographies to conduct sales missions to increase visibility and distribution and support with compelling content. • Become a destination product specialist and expert; leverage knowledge to build sales and distribution in assigned source markets. • Deliver new business leads to export ready members of Tourism Victoria. • Prepare destination itineraries to increase product diversity within customer tour itineraries to generate extended length of stay in destination. • Work with customers to build new itineraries and tour series that showcase overnight visitation in Greater Victoria region. • Ensure complete and personalized follow up from every sales call, sales mission, trade show, FAM, site inspection and new business lead. • Develop customer database with customers production schedules and corresponding content needs. • Research, develop and proactively lead cooperative sales initiatives and missions with a range of partners including: local operators involved in travel trade, DMO partners and Destination BC. • Meet and exceed annual balanced scorecard sales targets and goals as established by the Chief Marketing and Distribution Officer.
Last Updated: May 17, 2017
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Lead a Victoria strategy and collaborate with DMO, DBC and DC partners as needed to develop and implement effective sales cooperative strategies for the Americas and key European markets. Occasional work in supporting GVHA and Cruise lines with member product suggestions for the improvement and creation of shorex travel programs. Provide updated “on the street” market intelligence for the American and European markets and share on monthly basis with the Chief Marketing and Distribution Officer. Conduct conversion analysis (ROI) on sales activities. Lead and organize the destination and industry efforts at key travel trade shows (as defined in sales plan) and leverage presence to build distribution of member product. Other duties as required.
Key Qualifications Education • Diploma or degree in Business preferred. Knowledge & Experience • 2-3 years sales management experience in tourism or similar related field. • Strong understanding of USA leisure travel market and distribution channels. • Adept with digital travel platforms and fluent in digital content marketing related skills. • Content marketing savvy with working knowledge of inbound marketing platforms. • Ability to conduct sales needs assessments with customers and quickly assesses customer product and content needs. • Strong understanding of digital and online travel intermediaries, digital content channels and distribution systems. • Strong understanding of how to integrate content and experiential storytelling into evolving sales channels and ability to deliver customer content needs quickly and efficiently. • Understanding of local tourism industry and member product knowledge. • Computer literate and social media savvy, including effective working skills of MS Word, Excel, PowerPoint, Outlook, Adobe Products, Twitter, Instagram and Facebook. • Superb writing, content development and editing skills. • A strong knowledge of all our key markets in North America and Europe including demographic, psychographic statistics and trends. • Strong understanding of research including interpretation and application of data. Personal Attributes • Highly effective project management, prioritization, multi-tasking, and time management skills to meet deadlines. • Working Energetic, self-motivated, and results-oriented. • A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills. • Excellent communication skills, including internal, presentation and public speaking. • Solid leadership and management skills. • Effective organizational skills. • Ability to work effectively as a part of a team. • Strong, ethical and effective work acumen. Conditions • Travel required • Ability to attend and conduct presentations • Overtime as required
Last Updated: May 17, 2017
Compensation • This is a Level 5 position and the successful candidate can expect to enter the organization in a salary range between $48,000 and $56,500 dependent on experience and related skills. This role has a top range of up to $64,975 for high performers with years of service to Tourism Victoria. • Competitive Benefits Package.
Last Updated: May 17, 2017
Last Updated: May 17, 2017
• • • • • •
Lead a Victoria strategy and collaborate with DMO, DBC and DC partners as needed to develop and implement effective sales cooperative strategies for the Americas and key European markets. Occasional work in supporting GVHA and Cruise lines with member product suggestions for the improvement and creation of shorex travel programs. Provide updated “on the street” market intelligence for the American and European markets and share on monthly basis with the Chief Marketing and Distribution Officer. Conduct conversion analysis (ROI) on sales activities. Lead and organize the destination and industry efforts at key travel trade shows (as defined in sales plan) and leverage presence to build distribution of member product. Other duties as required.
Key Qualifications Education • Diploma or degree in Business preferred. Knowledge & Experience • 2-3 years sales management experience in tourism or similar related field. • Strong understanding of USA leisure travel market and distribution channels. • Adept with digital travel platforms and fluent in digital content marketing related skills. • Content marketing savvy with working knowledge of inbound marketing platforms. • Ability to conduct sales needs assessments with customers and quickly assesses customer product and content needs. • Strong understanding of digital and online travel intermediaries, digital content channels and distribution systems. • Strong understanding of how to integrate content and experiential storytelling into evolving sales channels and ability to deliver customer content needs quickly and efficiently. • Understanding of local tourism industry and member product knowledge. • Computer literate and social media savvy, including effective working skills of MS Word, Excel, PowerPoint, Outlook, Adobe Products, Twitter, Instagram and Facebook. • Superb writing, content development and editing skills. • A strong knowledge of all our key markets in North America and Europe including demographic, psychographic statistics and trends. • Strong understanding of research including interpretation and application of data. Personal Attributes • Highly effective project management, prioritization, multi-tasking, and time management skills to meet deadlines. • Working Energetic, self-motivated, and results-oriented. • A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills. • Excellent communication skills, including internal, presentation and public speaking. • Solid leadership and management skills. • Effective organizational skills. • Ability to work effectively as a part of a team. • Strong, ethical and effective work acumen. Conditions • Travel required • Ability to attend and conduct presentations • Overtime as required
Last Updated: May 17, 2017
Compensation • This is a Level 5 position and the successful candidate can expect to enter the organization in a salary range between $48,000 and $56,500 dependent on experience and related skills. This role has a top range of up to $64,975 for high performers with years of service to Tourism Victoria. • Competitive Benefits Package.
Last Updated: May 17, 2017
