Senior Manager, Sales Development (Canada)

Purpose

The Senior Manager, Sales Development (SSDM) is responsible for developing and implementing strategic plans, in conjunction with the Key Account team, to meet and exceed sales goals within the North American Retail trade. The SSDM is a "player coach" role responsible for both actively managing an assigned sales territory and supervising the field sales team comprised of several Sales Development Managers (SDM). The SSDM is responsible for recruiting, coaching and retaining top outside SDM's. In addition, the SSDM will be called upon to assist the Director, Retail Sales, North America with special projects and strategic initiatives as required.

The ideal candidate will be residing in Eastern Canada (Ottawa, Montreal or Quebec) or Western Canada (Greater Vancouver Area).

Key Areas of Accountability

Territory Management

• Manage sales territory serving as the primary contact for Key Partners

• Collaborate with Director, Retails Sales and provide input into the development of key account plans

• Lead the Field Sales team in the execution of key account business plans.

• Understand customer decision matrices to identify and target key decision makers to drive sales.

• Build and maintain effective strategic relationships with account sales and marketing executives.

• Lead the ideation of cross-marketing and promotional opportunities in partnership with Partner Marketing and Sales Management teams.

• Clearly and consistently communicate all planned sales, marketing, and promotional activities to both internal and external stakeholders.

• Ensure that internal teams are kept abreast of key consortia policies, objectives, strategies, incentives, and promotions to ensure effective service and sales support.

• Monitor, analyze and report sales performance both internally and externally with accounts on a timely basis.

• Utilize sales analytics to identify significant strategic opportunities.

• Build and maintain Head Office relationships and partnerships and lead execution at the branch and travel agent level.

• Build long-term account value and identify growth opportunities.

Leadership

• Oversee assigned team of Sales Development Managers and collaborate with Travel Trade Key Account Managers and Directors contributing input towards the creation of account plans.

• Understand and exhibit values-based leadership skills consistent with core company values

• Provide coaching, management and mentoring to the SDM Team

• Support the team with schedules and budgets, align key performance indicators with company objectives, role model skills and provide regular feedback to the North American Sales Directors.

• Lead the implementation of core company initiatives in a manner consistent with management expectations.

• Stay abreast of employee engagement issues, identify opportunities for improvement and lead the development of remedial strategies on behalf of the Sales Development Manager team and in concert with sales peers and management teams.

• Exhibit balanced, enterprise mindset approach - develop and perfect management skills.

• Drive for results - foster collaboration and strengthen others to execute consistently.

• Make values visible - act with uncompromising honesty, integrity, and ethics.

• Energize others - set an example, recognize contributions, and celebrate accomplishments.

• Resourcefully innovates - search for opportunities, experiment and take risk.

• Inspire a shared belief - create a clear vision and enlist the support of others

Sales Operations

• Action the implementation of Key Account plans within prescribed timelines and ensure that all team members deliver to the same objectives.

• Manage, distribute, and maintain sales figures, reports, flyers, and other marketing material for the targeted distribution partners to market Rocky Mountaineer products to their clients.

• Utilize SalesForce.com to monitor and report partner progress and record all related sales activities such as sales visits, sales campaigns, sales promotions, advertising, expenses and invoices, budgeting, expo and roadshow follow-up, account profiles, and key account sales development plans.

• Prepare sales kits, presentations, flyers, and Rocky Mountaineer trade and consumer information.

• Attend trade and consumer travel expositions and road shows in the local region ensuring that Rocky Mountaineer is promoted as the preferred and first choice for consumers and trade partners.

• Represent Rocky Mountaineer at industry events, conferences, consumer events, agent educational activities, and with the media.

• Provide feedback and input on programs, strategies, and tactical marketing/sales initiatives.

• Monitor account satisfaction with service levels from Reservations and field sales team members and ensure escalated issues are owned and resolved fairly and in a timely manner.

• Responsible for escalated issues management.

• Provide input into the development of the annual budgets and be responsible for ongoing spend reconciliation.

• Ensure the proper brand message is delivered in all materials.

• Provide sales forecasts and develop sales strategies for senior management when required.

• Meet or exceed annual sales targets.

Marketing

• Co-develop strategic marketing plans for the account with Partnership Marketing; conduct quarterly meetings to review performance, identify areas of sales focus, and find new opportunities to grow the business.

In partnership with the Sales and Partnership Marketing management, establish annual marketing budgets for key partners with the assigned region.

Strategy

• Make Sales Development Manager Accounts portfolio the best performing accounts in the region thereby contributing to the overall success of the market

• Achieve Employee Engagement Survey results that outpace Rocky Mountaineer as a whole and lead the way within the Outside Sales Team

Qualifications

Education and Experience

• Post-secondary education in business and/or travel/tourism

• Established relationships with national account decision makers and travel agents.

• 8-10 years' sales experience, several of which spent on successfully developing business strategies with national accounts to build revenue.

• Min. 5 years leadership, coaching and mentoring experience of three or more remote-based team members.

Skills

• Proven values-based leadership skills

• Exceptional relationship builder and a strong ability to influence without authority.

• Strong presentation and training skills

• Excellent verbal and written communication skills

• Professional and polished

• Creative and resourceful

• Ability to travel a significant portion of the time.

• Strategically minded with strong negotiation and closing skills

• Ability to work effectively with a remote team both in sales and in marketing.

• Relentlessly pursue excellence.

Analytics and Technology

• Proficient in the use of MS Office

• Strong knowledge of Salesforce.com and COGNOS and PRIZM-based analytics is an asset.

• Demonstrated ability to define business potential and utilize analytics to create sales strategies.

• Strong forecasting ability - attention to detail

Working Conditions

• Dedicated home office for private work conversations and secure storage of work documents.

• Legal working permit and ability to travel internationally.

• Ability to work evenings and weekends.

Compensation

• The base salary offered for this role is $110,000 - $125,000 per annum and can vary based on job-related expertise, qualifications, experience and internal equity.

• Eligible for Rocky Mountaineer's Bonus Program

Eligible Benefits

Rocky Mountaineer supports our team members' health and wellness by providing a comprehensive medical plan with 100% employer paid premiums, some of which includes:

• Medical, Dental, Vision, Life Insurance
• Short term disability, long term disability, and Accidental Death & Dismemberment policy
• Travel emergency assistance
• Vacation time, sick time and company holiday pay
• Upto 5% RRSP and/or TFSA match
• Two complimentary annual train tickets after first year of employment.

Rocky Mountaineer is an equal opportunity employer, driven by our values of creating meaningful moments, being one team and achieving extra ordinary outcomes. Our strong company culture supports our vision of a diverse, open, safe, and respectful workplace. We celebrate diversity and are committed to creating an inclusive environment for all team members.

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