Head of Sales (Travel)
Formed as a result of the merging of two leading DMCs - Buffalo Tours and Olympus Tours - Discova is a global destination management specialist. They take care of tailor-made touring, leisure groups and transfers throughout Asia and the Americas (including Mexico, the Dominican Republic and Costa Rica).
Discova holds responsible travel at its core, working responsibly with customers, host communities and local business partners to offer the best value, highly rated tours with customer satisfaction as a hallmark of their service.
Discova's people are homegrown - 95% are locals, blending localised know-how with an understanding of what makes a Discova trip to their home country special. To be part of the Discova family is to be in your element, and being in your element means:
- being the best you can be in any situation
- doing what you love whatever your role is
- being valued for who you are and what you do
- continuing to grow as the world changes
- joining a family that creates a world of possibilities
To learn more about Discova click HERE
About The Opportunity
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 relationships, 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. The Head of Sales will lead by example, fostering a high-performance culture, and will collaborate with other departments such as marketing, product development, and customer success to align sales strategies with business objectives. 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
Team Leadership
- 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 partners 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.
- Identifying any road blockers preventing business growth from both sides of the partnership and negotiating and implementing 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 client for any service delivery issues and follow up with 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 (eg in Salesforce, Discova's system, etc)
Self-Development
- Ask as well as participate in any trainings or upskilling recommended by the Leader or you feel relevant to your role.
- Ensure you maintain up to date with product knowledge and understand Discova offerings by the delivery of 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.
- In-depth Asia experience preferred.
- 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 Orientated, hungry to see your accounts grow.
- Excellent organizational skills with the ability to be flexible and implementing change when needed.
- Excellent communicator to a diverse range of people & cultures (customers, suppliers, team members, leaders).
- Knowledge of Salesforce an advantage.
- Able to work under pressure and juggle multiple tasks and able to work outside office hours when required.
- Solution focused, turning problems into a resolution quickly.
- 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:
FCTG is renowned internationally for having amazing perks and an even better culture. We understand that our people are our most valuable asset. It is the passion and dedication of our teams that keep the company on top of the industry ladder. It's also why we offer some great employee benefits and perks outside of the norm.
- 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 - You'll have to experience it to believe it!
- 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. That passion is something you can't miss in our people or service.
- Personal connections: We are a big business founded on personal relationships.
- Diversity, Equity & Inclusion
- Diversity Day: paid leave to observe holiday or cultural celebration of your choice
- Employee Resource Groups (Racial Equity, Gender Equity, LGBTQ2IA+, Accessibility, Environmental Justice)
- DEI education
- Commitment to fair practices such as regular equity assessments and inclusive recruitment protocols
- A career, not a job: We offer genuine opportunities for people to grow and evolve
- We back our people all the way: We are strongly committed to supporting every single employee in their professional and personal development.
- Giving Back: Proud Corporate Social Responsibility program supporting nominated charities through volunteering and fundraising.
- Office Environmental Program
- Many of our offices are Leadership in Energy and Environmental Design (LEED) Gold certified buildings
- 1 Volunteer Day per Calendar Year
Benefits Include:
- Paid Time Off *
- Up to 15 Vacation Days accrued per year - prorated upon hire and increased by tenure after 2 years of employment (up to 25 days)
- 5 Sick Days accrued per year
- 3 Personal Days
- 1 Diversity Day
- 1 Volunteer Day
- 8 Recognized Holidays
- Travel perks/discounts
- Health & Wellness Programs and Employee Financial Wellness Services
- National/International Award Nights and Conferences
- Health benefits including, medical, dental, vision, gender affirming care, and fertility care
- Insurance including hospital indemnity, AD&D, critical illness, long-term and short-term disability
- Flexible Spending Accounts
- Employee Assistance Program
- 401k program with partial match
- Tuition Reimbursement Program
- Employee Share Plan - Ability to purchase company stock on Australian Stock Exchange with partial company match, subject to terms and conditions
- Global career opportunities in a network of brands and businesses
*Vacation, Personal, and Sick time accrual rates will vary based on full-time or part-time employee status. Recognized Holidays are either paid time off or, if required to work due to job requirements, holiday pay rate, and may vary depending on state.
#LI-AG1#FCB#LI-Onsite Location - New York, NY
If this sounds like the opportunity you have been waiting for then APPLY NOW.
For this position, we anticipate offering an annual 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 value an inclusive and supportive workplace which truly reflects the diversity of our society.
We are an affirmative action and equal opportunity employer committed to providing a barrier-free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at ...@us.flightcentre.com