Discova - Head of Sales (Travel) - Boston, MA - StudentUniverse : Job Details

Apply now Refer a friend Job no: 524923-BBrand: DiscovaWork type: Full timeLocation: MassachusettsCategories: Operations & Professional Services, Corporate & Group Travel, Business Development

Discova is a global destination management specialist formed from the merging of two leading DMCs - Buffalo Tours and Olympus Tours. We take care of tailor-made touring, leisure groups, and transfers throughout Asia and the Americas, holding responsible travel at our core.

We are seeking an experienced sales leader to join our team and focus on managing and growing our North America business. The successful candidate will be responsible for developing and maintaining strong relationships, winning new business, driving account growth, and achieving revenue targets.

The role of the Head of Sales - North America is responsible for driving the overall sales strategy and execution to achieve the company's revenue targets. This leadership role involves overseeing the sales team, setting performance goals, and developing initiatives to increase sales and expand market reach. Key responsibilities include identifying new business opportunities, nurturing key client relationships, analyzing sales data to inform decision-making, and ensuring the team meets or exceeds sales targets through effective coaching, motivation, and performance management.

Key Responsibilities

• Conduct weekly 1-1s with team members to ensure budgets and sales performance are on track.
• Conduct quarterly development meetings to ensure personnel development and feedback is communicated and addressed.

Customer Experience

• Establish productive, professional relationships with key team members within our partner's business.
• Be the main point of contact for overseeing and owning each level of the partnership, ensuring the service offered is delivered at a high standard and the business is retained and growing in line with budgets.
• Work collaboratively with internal teams such as marketing, product, and operations to deliver successful outcomes for our clients and grow our business partnerships.
• Identify any road blockers preventing business growth from both sides of the partnership and negotiate and implement a suitable working solution.
• Responsible for writing service level agreements for partners and keeping them updated in conjunction with AM support.
• Serve as escalation point for clients for any service delivery issues and follow up with the relevant Discova team to troubleshoot and solve any problems.
• Run all client meetings in line with a clearly defined agenda, with a clear vision of what you want out of the meeting.
• Create a clear timeline of where the partnership is heading and how you would want to see the relationship grow.
• Renegotiation of agreements.
• Onboarding of new partners, creating a smooth and seamless experience for our partners.

Business Development

• Monitor account performance by reviewing key metrics at quarterly and monthly intervals. Reporting to partners regularly on where they are sitting against any commercial targets.
• Identify new sales opportunities within existing and new destinations by up-selling and cross-selling - target 15% growth per annum across your portfolio.
• Lead the contracting process directly with the relevant internal teams for new and existing business, ensuring that all teams are aligned towards client goals and targets, and thereafter presenting the information and pitch back to the partner directly.
• Ensure all records and opportunities are kept in accordance with best practices and tracked as required (e.g., in Salesforce, Discova's system, etc).

Self-Development

• Participate in any training or upskilling recommended by the Leader or you feel relevant to your role.
• Maintain up-to-date product knowledge and understand Discova offerings by regular training sessions and self-learning.
• Be aware of trends in travel, news within the industry, updates on your clients and their competitors.
• Keep track of updates from clients by following all available channels including social media, Facebook groups, marketing emails, etc.

Experience & Qualifications

• 5+ years of sales, business development, or account management in the travel industry.
• Proven track record in growing accounts and customer retention.
• Proven track record in business development.
• Fluent in written and spoken English.
• Outstanding sales skills, ability to own a relationship.
• Results oriented, hungry to see your accounts grow.
• Excellent organizational skills with the ability to be flexible and implement change when needed.
• Excellent communicator to a diverse range of people & cultures (customers, suppliers, team members, leaders).
• Knowledge of Salesforce is an advantage.
• Able to work under pressure and juggle multiple tasks and able to work outside office hours when required.
• Able to work independently and within a team assisting team members to help everyone achieve results.
• Willing to travel on business when required, both domestically and internationally.
• Personally aligned with Discova's company purpose and values.

Work Perks! - What's in it for you:

• Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
• Reward & Recognition: Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering.
• Use your smarts: Our people use their quick thinking, expertise, and tenacity to always figure things out.
• Love for travel: We were founded by people who wanted to travel and want others to do the same.
• Personal connections: We are a big business founded on personal relationships.
• Diversity, Equity & Inclusion: Paid leave to observe holiday or cultural celebration of your choice.
• A career, not a job: We offer genuine opportunities for people to grow and evolve.
• Giving Back: Proud Corporate Social Responsibility program supporting nominated charities through volunteering and fundraising.

Benefits Include:

• Paid Time Off *
• Up to 15 Vacation Days accrued per year.
• 5 Sick Days accrued per year.
• 3 Personal Days.
• 1 Diversity Day.
• 8 Recognized Holidays.
• Health & Wellness Programs and Employee Financial Wellness Services.
• Health benefits including medical, dental, vision, gender affirming care, and fertility care.
• Employee Assistance Program.
• 401k program with partial match.
• Tuition Reimbursement Program.
• Global career opportunities in a network of brands and businesses.

If this sounds like the opportunity you have been waiting for, then APPLY NOW.

For this position, we anticipate offering a base salary of $90,000 plus commission/incentive earnings based on achievable targets. The salary is dependent on relevant factors, including experience, geographic location, and job requirements. On target earnings average range between $90,000 - $117,000. The annual salary range listed represents the total compensation package, excluding benefits.

We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.

Our number one philosophy? Our people. Flight Center Travel Group USA's promise is to provide an environment with equality of respect, dignity and opportunity for all our employees.

We are an affirmative action and equal opportunity employer committed to providing a barrier-free pathway throughout our recruitment process. Please advise us about accommodation needs at any point by contacting our Recruitment Team at [email protected]