CAS02
Located in Red Deer, AB
Pay: $110,000
Job Full Description
The Director, Business Development is responsible for:
Identifying potential business opportunities, developing relationships and understanding the goals and needs of
clients to create and deliver a performance improvement solution.
Managing their time and travel schedule between a home office and the various business development
activities. This includes virtual meetings, client meetings, industry networking opportunities, and
training/professional development opportunities.
Ensuring sales and marketing procedures are followed wit clients and mutually agreed
upon incentive travel and Rewards & Loyalty programs.
Communicating directly with the client, the Vice President, Global Business Development and the Administrator,
Business Development, regarding all aspects of the sales process.
The scope of this position includes:
The Director of Business Development will be doing one or all these things on any given day:
o Prospect potential clients using a variety of sources e.g. news articles, internet websites/links, periodicals,
directories, industry magazines, referrals, radio, TV, ZoomInfo, and MS Teams
o Attend Trade Shows, Conferences, Associations, Industry Associations e.g. SITE
o Research industries and clients that provide great opportunities for revenue growth
o Develop qualified lead list of clients and work to develop relationships with them throughout the sales cycle
o Tenaciously pursuing business opportunities through social media engagement, cold calling and
networking methods
o Prepare client sales presentations as required
o Manage a CRM platform (i.e. Sales Force) to help increase sales productivity and develop client and
market insights for strategic sales activities
o Communicate with clients to determine their business objectives and needs and give them custom-made
solutions that will help them achieve these goals
o Work with other members to create and deliver service proposals
o Collaboratively work with leadership and creative and marketing teams to drive business results
o Actively participate in the development and implementation of marketing activities that will enhance the
sales process and help position their brand
o Attend training activities (e.g. webinars, etc.) as requested
The Director, Business Development will manage the Sales Cycle according to the following general steps:
o Prospect potential clients by researching qualified prospects and contacting the key decision maker(s) and their team/assistants at the respective target company
o Work to achieve agreed upon client contact targets established by the Vice President, Global Business Development to maintain or reach agreed upon targets
o Set appointments to meet with qualified prospect and the key company personnel
o At appointments, gather information pertinent to the client’s incentive needs using presentation materials outlining incentive programs that entail either Travel, Rewards & Loyalty and/or Meetings & Events
o Complete the Request for Proposal form (RFP) and set up the RFP meeting with the Director, Planning. Forward information gathered at the meeting to the Director, Planning, who will prepare a formal proposal for Incentive Travel that is generated by the Creative department, and/or to the Director, Reward Programs for a Rewards & Loyalty proposal also generated by the Creative department.
o Develop and present a solution based on the clients’ needs
o Coordinate and schedule a presentation of the proposed program(s)
o Complete sale closing activities as required
o need to advise CEO, CFO, Director Planning, Chief Travel Officer, VP Global Business Development, Director Quality & Training, and the Discovery Travel Manager once business has been awarded.
o Create the Transition Checklist from the Request for Proposal (RFP) form for new clients, and attend the transition meeting (set up by the DQT) with the in-house staff to hand-off client information to the team to implement the program
o When the sale is closed, follow up with the client to introduce the Travel Operations Manager who will be coordinating the program
o Complete any internal reports or forms required at each step of the sales process to advise management of progress made or follow-up that may be required
o On-going client contact and support as required
o Travel during a Site Inspection and/or client travel program, when required o First Aid and CPR is a requirement to travel
PREFERRED QUALIFICATIONS
5 years’ experience as an independent sales representative in a service industry with a demonstrated track
record of achieving sales targets. A bachelor’s degree in marketing and/or equivalent experience, and/or as
approved by the Vice President, Global Business Development; knowledge of Microsoft Office software; must be
organized, self-motivated and have excellent written and verbal communication skills. Knowledge of Customer
Relationship Management (CRM) platforms, i.e. Salesforce and digital/social tools.
Red Deer, AB
2830
4919 59th Street
Unit 270
Red Deer, AB T4N 6C9
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