Sales Director – Group, Meetings and Incentive Programs

This is a fully remote position, open to applicants in Wisconsin.

📋 Description

• Achieve sales targets for meetings, events, and incentives while enhancing revenue through direct B2B sales.

• Build consultative relationships with decision-makers and executives of client companies.

• Educate clients about the value proposition of Meetings and Incentives.

• Develop and implement a structured sales process, pursue leads, conduct sales calls, and deliver presentations and proposals.

• Oversee the proposal and contracting processes, ensuring final documents meet specifications and deadlines.

• Negotiate the terms and conditions of service agreements for Meetings and Incentives.

• Present negotiated contracts for final review and approval by management.

• Review and approve contracts drafted by team members in the Meetings and Incentives group.

• Collaborate with Sourcing Managers on strategies for sourcing and contracting, focusing on process efficiency.

• Direct the sourcing, product development, proposal creation, pre-sale costing, negotiations, and contract development.

• Source RFPs from hotels, cruise lines, DMCs, wholesalers, and other vendors while initiating negotiations.

• Assess vendor proposals and negotiate pricing and concessions effectively.

• Create pricing proposals, initial budgets, and documentation for client cost savings.

• Secure and manage space for events and timely release of unneeded space.

• Draft client contracts, pricing agreements, and initial deposit invoices.

• Stay informed about Fox services and client-facing technologies.

• Utilize Salesforce to log sales activities and maintain the prospect pipeline.

• Compile reports on client interactions and sales activity outcomes.

• Work closely with program management and group air operations to ensure the quality of client programs.

• Organize site inspections and prepare the necessary materials.

• Maintain records of purchasing, proposal tracking, sales, revenues, and workload.

• Keep track of competitor information, industry trends, sourcing practices, suppliers, services, and venues.

• Contribute innovative solutions and engage in corporate travel sales and account management initiatives.

• Enhance professional knowledge through education, publications, and networking.

• Cultivate collaborative relationships and promote standards and best practices.

• Suggest improvements for operational efficiency and service delivery.

⛳️ Requirements

• A Bachelor’s degree in business, sales, marketing, or a related field is preferred.

• At least five years of experience in B2B sales, particularly in group travel, events, and/or meeting services.

• Familiarity with the meetings and incentives travel industry; prior experience is strongly preferred.

• Exceptional creative, strategic, analytical, organizational, and personal sales abilities.

• Capability to establish and nurture positive relationships both internally and externally.

• Proven success in engaging with multi-level relationships within accounts.

• Strong written and verbal communication skills with confidence.

• Ability to deliver engaging presentations and manage group dynamics effectively.

• In-depth understanding of meetings and incentives procurement, technology, and group travel operations.

• Comprehensive knowledge of purchasing technologies, negotiation, and contracting processes and practices.

• Excellent time-management skills and the ability to thrive in a deadline-driven environment.

• Capacity to manage multiple tasks and set work priorities effectively.

• Advanced proficiency in Microsoft Office applications.

• Strong technical skills.

• Self-motivated with demonstrated initiative and a strong commitment to achieving goals.

• Familiarity with Cvent and Salesforce platforms is a plus.

• Knowledge of destinations relevant to group travel.

• Flexibility to work hours that accommodate client needs.

• Willingness to travel to client locations throughout the United States, with frequent overnight travel required.

• Valid passport for international travel or the ability to obtain one.

• Willingness to travel up to 35% of the time.

• Ability to navigate complex situations, frequent interruptions, and changing priorities.

🏝️ Benefits

• Competitive salary.

• Flexible time off, including vacation, sick leave, and personal days.

• Adventure Bucks to explore the world.

• Options for remote or hybrid work arrangements.

• Comprehensive medical, dental, and vision coverage.

• Long-term disability insurance.

• Company-sponsored life insurance.

• Short-term disability insurance.

• Tuition reimbursement program.

• 401(k) contributions.

• Engaged leadership team.

• Additional incentives or commissions for eligible roles.