BCD Travel Director of Solutions Consulting in Chesapeake, Virginia

Director of Solutions Consulting

Requisition #: USAHQGBL-13202

Position Type: Full Time - Regular

Work Countries: United States

Work Cities: Virtual US

Job Description:

Where will your career take you?

We're not just any travel management company.

We help clients travel smart and achieve more.

Director of Solutions Consulting

Job Summary:

Responsible for the promoting of products and services to existing BCD Travel clients by engaging with the client and BCD Travel account management team and for supporting the sales team effort for prospects primarily with in the large to mid-market size account. Products and service include those offered by BCD Travel consulting, Meetings and Incentives and the BCD Travel Solution Network.

Will work with the sales rep during the sales life cycle to win new business and with the VP and account manager to sell products and services to these clients.

Essential Duties and Responsibilities:

Job Specific Essential Duties & Responsibilities:

Key Targets--Financial:

  • Support the BCD Travel annual sales and earnings goal by selling products and services to existing clients, support new sales efforts with prospects and support client retention efforts.

  • Track all engagements and requests for assistance from initiation to final outcome using the BCD Travel CRM established procedures.

  • Will consult with the commercial owner on pricing strategies and commercial terms of BCD Travel products and services

Key Targets--Non-Financial:

  • Prepare and present to prospects and existing clients product and service solutions with the goal of selling BCD Travel as the TMC or the products and services offered by BCD Travel.

  • Maintain an in depth knowledge of how to sell products and services which includes the solution a product provides, how the product works and product demonstrations or presentations.

  • Using the established pricing guidelines from the BCD Travel services list provide ideas and suggestions on pricing and ways to collect revenues.

  • Maintains consistent information flows with all associated BCD Travel personnel

  • Using the appropriate diagnostics and benchmarking capabilities determine the appropriate solutions (products and services) to present for sale to clients

  • Provide RFP support as required including response to questions and sales strategy.

  • Ensure timely tracking of all engagements within the BCD Travel CRM

Business Development

  • In conjunction with the sales team, develop a sales strategy using discovery, diagnostic and benchmarking capabilities and solutions offered by BCD Travel to win new business.

  • Utilizes and adheres to the sales technique process as outlined by Solutions Consulting and Sales Team

  • Create a targeted plan for selling products and services to existing clients. Includes expansion, retention and bid avoidance.

  • Identify and maintain pipeline adequate enough to meet set goals

  • Maintains high close and win ratios as assigned by VP/SVP

  • Identifies competitive threats and emerging problems and offers

  • Working with Product Planning and Product Marketing develop a sales plan for products and services.

  • Will work with the sales rep during the sales life cycle to win new business

  • Will work with the VP and account manager to sell products and services to existing clients

  • Will track business development activity in the company CRM through to final outcome

Establish and Maintain Relationships

  • Develop and maintain good relationships with prospects and existing client key contacts and decision makers continually looking for opportunities to present and sell products and service

  • Establishes and maintains relationships with the Sales Team and Account Managers/VPs/SVP to create a targeted plan to sell products and services.

Sales Strategy and Pricing

  • Using the established pricing guidelines from the BCD Travel services list provide ideas and suggestions on pricing and ways to collect revenues from prospect and existing client. Ensures all approved processes and resources are engaged in the sales and pricing process

  • Ensures that all client negotiations are consistent with the company commercial policy

  • Coordinates all client pricing strategies with the commercial decision maker.

Reporting

  • Utilize company provided CRM to document and support all sales activities and meet deadlines for reporting

  • Maintain detailed records and document sales efforts and correspondence for review

  • Provide and business planning as requested by sales management

Sales Handoff to Product Delivery

  • Will provide to product delivery and project management details of what was sold to the prospect or client

Analysis and Recommendations

  • Will use the diagnostic and benchmarking tools to conduct an analysis and recommendation that lead to solutions offered by BCD Travel for prospects and clients.

  • Will conduct diagnostics and benchmarking during prospect and client meetings and visits and make recommendations that lead to solutions offered by BCD

Sales Collateral Preparation

  • Using sales and marketing materials and BCD Travel product demonstration sites present to prospects and client during presentation and meeting with the goal of selling solutions offered by BCD Travel.

Team Management & Leadership

  • Provides coaching and feedback for development

  • Conducts performance reviews for direct reports and assures performance review delivery for down line employees.

  • Monthly direct report one-on-one: deliver monthly performance

  • Motivates, coaches, and develops employees.

  • Manages down-line personnel, including hiring, coaching, scheduling, terminating, training, motivating, recognizing achievements and evaluating

  • Development Plans: incorporate training and goal discussions to promote employee growth, development and success

  • Ensures proper human resources and company processes and policies are followed.

Other:

  • This job description is not designed to contain a comprehensive listing of activities, duties or responsibilities that are required for this position. The employee may be asked to perform other duties and responsibilities, as necessary.

  • Seek out internal and external information to ensure clear understanding and response to client requirements.

  • Organize, prepare and/or participate in customer/industry events and seminars as appropriate

  • Develop and maintain strategic supplier relationships

  • Stay abreast of competitor activity, industry trends and product developments

  • Be prepared to respond to questions, inquiries and objections that client may have during the presentation of solutions, products and services.

  • Ability to set priorities, establish goals and plans, time manage effectively and manage workload effectively

  • Adheres to the Company's travel and entertainment policy

  • Supports Company and Regional initiatives

  • Support BCD Travel's focus five goals and initiatives

Education / Knowledge / Experience : (Subject to local laws and practices)

Essential:

  • 5+ years business travel industry experience

  • Experience in closing sales opportunities

  • Experience with travel industry technologies

  • Strong BCD product knowledge

  • Effective communication, oral, written and presentation skills

  • Excellent commercial English language skills

  • Experienced with Microsoft business software applications and Tablets and smart Phone

  • Thorough knowledge of business travel management and supplier landscape

  • Travel up to +50% of the time both domestically and internationally

Preferred:

  • College degree

  • Minimum 8 years business travel industry experience

  • Fluency in a second major language is a plus

Field of Interest Category:

Sales

Shift:

Percent of Travel: 1-25%

Relocation: No

Languages Required: