Position Overview:
FRS Clipper seeks an individual who shares our passion and love of the Pacific Northwest working in the travel and hospitality industry. We are looking for an ambitious and energetic person who wants the opportunity to develop and grow our sales department. This role requires someone who enjoys establishing new relationships with top ranking travel agent resellers and local concierges while representing the FRS Clipper brand and driving awareness to the travel industry and public.
The Sales Manager/Trade Accounts is responsible for developing, maintaining, and growing trade account partnerships to achieve revenue and market share goals at agreed budget levels; grow and increase sales and penetration levels according to budget; and successfully develop and execute the strategic sales plan to achieve passenger and revenue goals. This position reports to the Director of sales and marketing for FRS Clipper.
Key Responsibilities & Accountabilities:
1. Create and carry out yearly sales plans for top travel advisor, consortia and concierge accounts, tailoring the approach to each partner’s needs, and regularly track results to ensure strong return on investment.
2. Seek out and foster Group & Charter business; Maintain contact with originating agent from the beginning of process through to the departure of the group and follow up upon return.
3. Negotiate, maintain, and manage sales agreements. Produce and provide frequent sales reports.
4. Manage commissions, back-end incentives, and any applicable coop marketing plans.
5. Negotiate mutually agreed upon coop marketing plans and oversee the execution and report the results of each marketing initiative.
6. Work with senior leadership and peers to develop and implement an effective sales plan for training, educating, and servicing of all members of the organizations.
7. Coordinate the training programs to achieve broader awareness of FRS Clipper’s products and services.
8. Responsible for working within budget guidelines and effectively monitoring spending.
9. Monitor sales and revenue performance for each account, ensuring market share targets are achieved and recommending actions when needed .
10. Attend account conferences, conventions, marketing workshops, training events, webinars, and live sessions as necessary.
11. Provide in-house and webinar product training and general sales presentations to travel agents, as much as needed. (2 per month minimum)
12. Stay abreast of competitor activities and promotions and remain up to date on overall trends within the industry. Provide insights and feedback to management team and peers.
13. Liaise with local DMOs to keep abreast of convention-based sales and partnership opportunities.
14. Build relationships with corporate decision makers to encourage group and individual employee travel. (Microsoft, Boeing, Amazon etc.)
15. Ensure the accounts database is always accurate and up to date in the reservations systems.
16. Maintain an in-depth understanding and use of the booking system & organization in our file management system.
17. Ensure all relevant FRS Clipper staff members are educated and aware of each key accounts’ standards.
18. Participate in the overall development of sales policies and practices.
19. Provide weekly reporting for all activities.
20. Attend industry events and mixers as much as possible.
21. Other duties as required and assigned.
Key Personal Attributes & Qualifications:
22. Must have excellent oral and written communication skills, along with being able to accept novel and diverse work-related problems and situations.
23. Must be able to analyze causes of interpersonal conflictand be able to resolve complex issues and challenges.
24. Must have the ability to manage multiple projects and opportunities in a fast and quickly changing environment, under tight deadlines.
25. Must be detail-oriented and have great follow-up.
26. Must be able to travel.
27. Must be an effective negotiator and closer. Must have a strong sense of urgency.
28. Drive for Results/Action-Oriented – able to target and achieve results, show energy, and react to opportunities.
29. Planning and Organization, work systematically/efficiently, handle distractions and interruptions.
30. Learning/Problem Solving – able to understand the issue and underlying causes, apply new information quickly, and tackle hurdles creatively.
31. Heavy customer service focus – able to build customer confidence, set achievable customer expectations, assume responsibility for solving customer problems, ensure commitments to customers are met, and solicit opinions and ideas from customers. Is committed to increasing customer satisfaction and is responsive to internal customers.
32. Interpersonal Savvy – able to use good listening skills, be sensitive to customers, adjust quickly to different personal styles, and stay open to other viewpoints.
33. Integrity/Trust – able to deal with others in a straightforward and honest manner, be accountable for actions, maintain confidentiality, and support company values.
Performance Indicators (metrics, KPIs, qualitative assessments):
34. Increase engagement and business growth within each account.
35. Ensure that overall and individual account targets are achieved.
36. Deliver the objectives within budget.
37. Maintain accurate records of sales activities, record trainings, appointments, tasks, group and charter calls, customer feedback and other sales activities weekly.
38. Weekly sales visit targets for specific accounts.
39. Based on the annual sales plan, develop, and implement a detailed plan by key account and report the details in advance using MS Outlook.
40. Key accounts are to be contacted at a minimum of once every 6 weeks (phone/virtual/in person)
Academic and Professional Qualifications:
41. 4-year College degree or job experience equivalent.
Additional:
42. Advanced knowledge in Microsoft programs (Word, Excel, PowerPoint, and Outlook, Teams).
43. Vision correctable to 20/20 with reasonable accommodation required.
44. Able to lift 20 lbs. with reasonable accommodation preferred.
Job Type: Full Time, 40 Hours per week
Salary Range: $70-80K + annual incentive
Benefits:
45. 401(k), 401(k) matching
46. Employee Assistance Program
47. Employee discount on Clipper ferries
48. Health, Dental, Vision insurance
49. Health savings account
50. Flexible spending account
51. Life insurance
52. Paid time off
Physical Setting: Office minimum 4 days a week (1 WFH) unless out on sales calls.
Schedule: Monday to Friday
Travel: Ability to travel to Canada and other travel as required by the job