Comp: $75K-$125K ++ (experience dependent)
Location: Eastern & Central Time Zones
Our client is a travel management company dedicated to transforming business travel into a strategic advantage for their clients. Through innovative technology and exceptional client service, they assist organizations to optimize their travel investments while creating meaningful experiences for their travelers. The Business Development Manager/Director is an individual contributor responsible for new business acquisition within the small and medium-sized enterprise (SME) market segment. This role requires a consultative approach to sales, leveraging technology expertise and industry knowledge to deliver customized travel management solutions that address complex corporate needs. The ideal candidate will demonstrate strong business acumen and the ability to build executive-level relationships while driving measurable revenue growth.
Overview of Responsibilities
New Business Development
- Execute comprehensive prospecting strategies to identify and qualify high-potential SME opportunities
- within assigned territory
- Maintain rigorous documentation of all prospecting activities, client interactions, and opportunity progression
- Develop and manage a robust sales pipeline to consistently achieve monthly and quarterly revenue targets
- Conduct strategic outreach including cold calling, networking events, and leveraging referral partnerships
- Executive Relationship Management
- Establish and cultivate senior-level relationships with C-suite executives and Travel Managers
- Demonstrate executive presence in all client interactions, building credibility and trust with decision-makers
- Navigate complex organizational structures to identify key stakeholders and champions within prospective organizations
Consultative Selling & Needs Analysis
- Conduct comprehensive discovery sessions to understand client pain points, business objectives, and travel program requirements
- Analyze current travel spend patterns, vendor relationships, and program inefficiencies
- Identify opportunities for cost optimization, process improvement, and traveler satisfaction enhancement
- Develop deep understanding of each prospect’s industry, competitive landscape, and unique business challenges
- Deliver impactful presentations and technology demonstrations that highlight platform capabilities and service differentiators
- Articulate value propositions in terms of financial impact, operational efficiency, and risk mitigation
- Demonstrate proficiency in communicating P&L implications and program economics
Sales Cycle Management
- Lead end-to-end sales process from initial contact through contract execution and implementation handoff
- Manage negotiations with procurement teams and executive stakeholders
- Overcome objections through creative problem-solving and innovative solution positioning
- Coordinate internal resources including operations, technology, and implementation teams to
- support sales efforts
- Ensure seamless transition to account management team following contract execution
Product & Market Expertise
- Maintain comprehensive knowledge of corporate travel management industry trends, competitive landscape, and
- emerging technologies
- Develop expertise in company’s full suite of products, services, and technology platforms
- Stay current on industry best practices, regulatory requirements, and supplier partnerships
- Leverage market intelligence to position solutions effectively against competitive alternatives
Overview of Required Skills & Experience
- Demonstrated history of exceeding sales quotas in a consultative sales environment in the corporate travel industry
- Deep & wide knowledge of the corporate travel industry
- 5+ years in selling TMC or travel tech
- Proven success in acquiring new business within SME or mid-market segments
- Track record of managing complex sales cycles with multiple stakeholders
- Advanced proficiency with CRM platforms for pipeline management and forecasting
- Strong financial acumen with ability to analyze P&L statements and build business cases
- Exceptional presentation skills with ability to tailor messaging to diverse audiences
- Strategic thinking combined with disciplined execution and attention to detail
- Competitive mindset with resilience to overcome setbacks and maintain momentum
- Self-motivated with entrepreneurial drive and personal accountability for results
- Adaptable and agile in responding to changing market conditions and client needs
- Master networker who actively builds and maintains business relationships
- Ethical approach to selling with commitment to compliance and data integrity
- Collaborative team player who effectively partners with cross-functional stakeholders
Performance Expectations
- Achieve or exceed monthly net new sales targets across revenue, transaction volume, and key performance indicators
- Maintain healthy pipeline coverage ratios to ensure consistent deal flow
- Demonstrate high conversion rates from qualified opportunities to closed business
- Build and nurture referral networks that generate qualified leads
