REPORTING TO: SVP, US SALES & MARKETING
OFFICE LOCATION: NEW YORK, NY (HYBRID)
Reed & Mackay leads the global travel and event management arena with extraodinary service and proprietary, client-led technology. Ranked first in the Sunday Times International Fast Track 2020, we are a business that is always looking forwards, while ensuring that we’re everything that our clients need today. In May 2021, we became part of the Navan, and together we are setting the agenda for the future of business travel
KEY RESPONSIBILITIES:
The Senior Business Development Manager role is responsible for all activities tied to the sales cycle including prospecting, lead qualification, strategy, proposal/RFP responses, negotiating and contracting. Based in NYC (hybrid), the role will pro-actively raise the profile of Reed & Mackay in the corporate travel industry across the US and will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives in the market. The ideal candidate will have a proven track record in sales, is highly self-motivated, confident, proficient in a consultative sales approach, and work equally as hard on their own or as part of a team.
You work well under pressure, think outside the box, and can initiate informative and engaging conversations with prospects and internal teams alike. You are driven to exceed targets in a highly competitive landscape.
This is a field-based role, (travel may be required) covering defined verticals and territories.
- Generate new business opportunities within the identified target client verticals/regions
- Identify and pursue new business opportunities through proactive prospecting, networking, and lead generation activities in order to build a pipeline, identify, qualify, and close deals
- Manage the sales process; develop a winning sales strategy, and coordinate R&M bid response with a multi-disciplinary team
- Identify and qualify prospects, develop and nurture strategic relationships
- Comfortable selling in various industry verticals and in multi-national/multi-cultural environment
- Able to develop global value propositions for prospects, presenting solutions and value
propositions to senior level executives - Manage the client RFP processes, through rigorous understanding of the TMC ROI
- Develop and maintain sales records through Salesforce including logging sales meetings, sales calls, new sales, closed sales, follow-up activities, opportunities, etc.
- Develop and maintain a clear pipeline and accurate forecasting
- Represent Reed & Mackay in the marketplace – driving market presence and participating in activities that increase Reed & Mackay brand awareness, i.e., attending events, trade shows and conferences
- Provide feedback from field experience to internal teams and sales colleagues with regards to client needs, industry trends, and competitive landscape
- Attend training to develop relevant knowledge and skill
SKILL & KNOWLEDGE REQUIREMENTS:
- Travel Management experience with a deep understanding of the corporate travel industry
- Consistent and proven record of target achievement in a B2B sales environment
- Ability to develop strong and strategic relationships across every level of an organization and act as a trusted advisor
- Confident and articulate written / verbal communicator with the ability to clearly communication the Reed & Mackay value proposition and key differentiators
- Experienced in using a consultative sales approach
- Ability to influence and negotiate at CFO/CPO level to close sales opportunities
- Knowledge of law firm, financial services and professional services sectors is a plus
- Proficient use of Microsoft Office is essential with Salesforce knowledge an advantage
APTITUDE & PERSONAL QUALITIES:
- Highly motivated, a ‘doer’ approach and a sales hunter mentality
- Analytical problem solving & decision-making
- Strong business acumen and market awareness
- Ability to develop and maintain strong relationships with colleagues, clients, and suppliers alike
- Highly organized and efficient – able to prioritize tasks to secure sales deals in a fast-paced environment
Reed & Mackay is proud to be an equal-opportunity employer. We welcome applicants regardless of race, color, religion, sex, national origin, age, disability, citizenship, veteran status, gender identity or expression, marital status, sexual orientation, genetics, and any other federal, state, or local protected class.
