Sales Director - Group, Meetings and Incentive Programs

Job Type
Full-time
Description
As one of Wisconsin’s largest travel companies, Fox World Travel has excellent benefits and perks for all Fox associates including but not limited to: competitive wages, flexible time off (vacation, sick, personal), FAM Adventure Bucks to help you explore the world, remote/hybrid work, a full benefit package including medical, dental, vision, long-term disability, company-sponsored life insurance and short-term disability, tuition reimbursement, 401(k) contributions and a fully engaged leadership team dedicated to treating associates as part of the Fox Family!
Core Values
At Fox World Travel, we operate as one Fox with a find a way mentality, embracing our integrity and passion. We take pride in leading with our people-first culture, by providing genuine care and concern for our associates which in turn leads to authentic and superior customer experiences. We've been able to create a culture where our associates can grow, learn, and succeed, and, in turn, exhibit the value we bring to every interaction and partnership.
Summary
The Sales Director – Group, Meetings and Incentives Programs is responsible for the achievement of meeting, event, and incentive sales goals and growth of Meetings and Incentives revenues through direct selling to businesses. Additionally, responsible for development, implementation, and management of strategic sourcing and contract strategies that increase efficiency and profitability while meeting client’s goals and objectives for group travel, strategic meeting management, incentives, and event programs.
Essential Duties And Responsibilities
This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as management may deem necessary from time to time.
A day in the life of the Sales Director – Group, Meetings and Incentives Programs at Fox may include:
Developing consultative relationships with client decision makers and executives and educating them on the Meetings and Incentives value proposition.
Establishing and implementing an effective sales process including pursuing, cultivating, and following up on sales leads, making necessary sales calls, as well as developing and executing compelling sales presentations and proposals that lead to the successful closing of contracts.
Managing the proposal and contracting process, ensuring high-quality results and delivery of final documents according to required specifications and deadlines.
Negotiating terms and conditions of Meetings and Incentives service agreements ensuring expectations are met or exceeded for annual assigned revenue targets.
Obtaining quality control review and present personally negotiated contracts to manager for final review and approval.
Review and approve other similar contracts created by Meetings and Incentives team members as part of the quality control process.
Collaborating with Sourcing Managers to develop sourcing and contracting strategies and process efficiencies to lower costs, increase profitability, strengthen vendor relationships, and maintain or improve client satisfaction and program results.
Directing the sourcing, product and proposal development, pre-sale costing, negotiations, contract and service agreement development activities in the procurement process.
Proficiently sourcing Request for Proposal (RFP) to hotels, cruise lines, Destination Management Companies (DMCs), wholesalers and other vendors; initiate preliminary negotiations.
Evaluating vendor proposals for accuracy, clarifying responses, and negotiating best possible pricing and concessions.
Creating proposal pricing based on established guidelines; creating preliminary budgets, securing and documenting cost savings data for clients.
Holding and blocking space; releasing space not needed on a timely basis.
Developing accurate client contracts and pricing agreements along with initial deposit invoice.
Keeping abreast of technical and non-technical services offered by Fox while maintaining awareness and proficiency on client facing technology.
Utilizing Salesforce to record and manage all sales activity; maintaining and updating pipeline report of potential clients/contacts with appropriate information. Preparing regular reports including client contacts established and results of sales activities.
Maintaining regular, consistent involvement with program management and group air operations on all aspects of client programs to ensure quality of final product. Coordinating site inspections and preparation of site inspection materials for clients.
Maintaining purchasing and proposal tracking reports, internal sales and revenue documentation, workload activity reports.
Being knowledgeable of competitor information, industry changes, leading-edge strategic sourcing processes, best practices, new suppliers, services, and venues. Being proactive with ideas and provide creative solutions for new trends.
Participating in and contribute to corporate travel sales and account management collaborations, meetings, and planning.
Updating knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
Maintaining a favorable and collaborative working relationship with co-workers in all departments to foster an environment of trust and mutual respect.
Driving standards and best practices whenever possible and effectively foster a culture of engagement.
Enhancing the organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Being innovative and recommending new approaches, policies, and procedures to effect continual improvements in efficiency of operations and services performed.
Other duties, projects and alternate assignments as determined by business need.
Requirements
Knowledge, Skills, Abilities & Competencies:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
Knowledge, Skills And/or Abilities
This opportunity might be for you if you have:
A bachelor’s degree in business, sales, marketing, or related field preferred.
Minimum of five years’ experience B2B selling, ideally group travel, event and/or meeting service(s).
Knowledge of the meetings and incentives travel industry; prior industry experience strongly preferred.
Strong creative, strategic, analytical, organizational, and personal sales skills.
The ability to initiate and build positive relationships with all levels both internally and externally.
Successful track record for interacting with multi-level relationships within accounts.
Communicate with confidence and create a credible impression to clients, both written and verbal (one-on-one, small groups, and to large audiences).
The ability to deliver clear, compelling presentations to all levels within an organization and effectively manage group interaction throughout the presentation.
Strong understanding of meetings and incentives procurement, technology, and group travel operations.
Thorough understanding of purchasing technologies, negotiation and contracting processes and practices.
Effective time-management skills and ability to work in a deadline-driven environment; ability to handle multiple tasks simultaneously and establish work priorities.
Advanced working knowledge and proficiency in Microsoft Office applications, along with strong technical skills.
Self-motivated and demonstrated initiative with a strong commitment to personal goals, objectives and work ethic.
Working knowledge of Cvent and Salesforce platforms (a plus).
Destination knowledge and experience as it applies to group travel.
Ability to work flexible hours to meet the needs of the client.
Willingness and ability to travel to client locations throughout the United States; frequent overnight travel is required.
A passport for international travel (or the ability to obtain a passport).Sales Director - Group, Meetings and Incentives Programs Page 4 of 5
Key Competencies
You’ll love this job if you have:
Strategic selling, negotiation, and relationship management skills.
Personal effectiveness/credibility and are results oriented.
Organizational, planning and research skills.
Customer-focus and service-oriented.
Communication proficiency – verbal and written with appropriate use of grammar.
Information gathering and monitoring skills.
Change management skills and are highly adaptive.
Strategically oriented, with the ability to collaborate.
Sound judgment and decision-making ability.
Attention to detail and accuracy.
The ability to comfortably deal with highly complex situations.
Flexibility with the ability to work efficiently and effectively with frequent interruptions.
Frequent business travel, overnight stays are required. Travel = up to 35% of time.
Physic

Work arrangement
Yes